Sales ops · Production

Iron Mountain shortened new-hire ramp times by 3 months using Gong

The problem

When Iron Mountain was forced to pivot to fully remote work, sales leaders lost their primary coaching mechanism — walking the floor for real-time feedback — leaving onboarding, pipeline management, and coaching all ad hoc, with no reliable way to identify what made a sales call effective or to replicate in-office ride-alongs for new hires.

Workflow diagram · grounded in source
1
Call captured by Gong
trigger
“Gong provided Iron Mountain with the visibility and call insights it was missing”
2
Best-call library access
integration
“With Gong's Call Library, new reps now access the calls they need to hear — the 'best-in-show' calls they should emulate across the sales process. They can also listen to calls that match their speaking style.”
3
Tracker-based call targeting
ai_action
“Gong's 'trackers' feature empowers her and other managers to hone in on specific types of calls (discovery, pricing conversations, etc.) to ensure that every rep implements the recommended coaching”
4
Deal health alerting
ai_action
“they are beginning to use Gong alerts to understand deal health. They looked for key indicators that each deal was healthy and likely to close — such as whether pricing was discussed”
5
Manager call review
human_review
“Managers aim to listen to 10 calls per week and provide feedback via comments, such as positive reinforcement and recommendations on how to approach situations differently”
6
Scorecard-based coaching
feedback_loop
“Call Coaches leverage Gong's scorecards feature to manage each rep's development. The sales process is tailor-built into a company's scorecard so the coach can score a call, leave notes, and create action items”
7
Rep self-coaching via Gong data
feedback_loop
“They can use Gong data to self-coach by detecting where they need to improve their sales process”
Reported outcome

With Gong, 60% of new reps now hit their two main metrics within five months versus 9% pre-Gong — a 566% improvement — new hires ramp 3 months faster, and Gong data replaced subjective opinion in coaching conversations across every level of the sales organisation.

Reported metrics
new reps hitting double club within 5 months (post-Gong)60%
new reps hitting double club pre-Gong9%
Improvement in double club attainment566%
New-hire ramp time reduction3 months
Show all 6 reported metrics
new reps hitting double club within 5 months (post-Gong)60%
new reps hitting double club pre-Gong9%
improvement in double club attainment566%
new-hire ramp time reduction3 months
improvement in new reps hitting main metrics faster148%
manager call reviews per week10 calls per week
Reported stack
GongGong alertsGong leaderboard
Source
https://www.gong.io/customers/case-studies/ascending-the-peak-how-gong-helped-new-hires-at-iron-mountain-hit-their-ramp-targets
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

With Gong, 60% of new reps now hit their two main metrics within five months versus 9% pre-Gong — a 566% improvement — new hires ramp 3 months faster, and Gong data replaced subjective opinion in coaching conversation…

What tools did this team use?

Gong, Gong alerts, Gong leaderboard.

What results were reported?

new reps hitting double club within 5 months (post-Gong): 60%; new reps hitting double club pre-Gong: 9%; Improvement in double club attainment: 566%; New-hire ramp time reduction: 3 months (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Call captured by Gong → Best-call library access → Tracker-based call targeting → Deal health alerting → Manager call review → Scorecard-based coaching → Rep self-coaching via Gong data.

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