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Throughout the course of 2019, Zack set up sales TVs with leaderboards in each of his 8 offices. They aligned their marketing, sales, and operations teammates on monthly contests that focused on top-of-funnel activities like calls made and mid-funnel objectives like active opportunities. They also required their sales managers to perform 1:1 weekly check-ins that were tracked digitally in Ambition and attached to performance goals.
Using Ambition, Payroc's calls increased 150% from the start of 2019 to the end. They achieved this with steady month-over-month growth averaging about 8% lifts every month. With an emphasis on moving those deals from leads to opportunities more quickly, they converted leads to active opportunities at 4x the average rate for B2B sales, gaining an average of 6% lift every month in 2019, and thanks to regularly scheduled check-ins with managers consistently coaching reps, their sales reps close at 50% higher rates than average B2B sales reps do.
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