Sales ops · Production

Gong's revenue intelligence fuels a 141% surge in Paycor's client sales success

The problem

Paycor's client sales team managed 3,000+ deals in the pipeline at any given moment, making systematic tracking impossible. Sales leaders didn't know which deals to prioritize, and CRM data based on sellers' gut instincts was unreliable for accurate forecasting, with forecast-relevant information scattered across multiple systems.

Workflow diagram · grounded in source
1
Pipeline data aggregation
ai_action
“Gong aggregates and distills this data, so rather than experiencing information overwhelm, Jeff, his sales leaders, and his reps get an accurate picture of what's happening across the pipeline and in each deal”
2
Deal prioritization and next steps
ai_action
“pinpointing deals that are stuck and suggesting the best next steps to get them moving again”
3
Deal close likelihood scoring
ai_action
“including the percentage likelihood that a deal will close — and use that information to make better decisions and keep every deal on track”
4
AI call summaries via Call Spotlight
ai_action
“reps also use Gong's Call Spotlight as part of their pre- and post-call planning, which enables even more efficiencies. With AI-generated call summaries, reps can quickly review deal highlights and hear the voice of the customer, saving …”
5
Automated note-taking and AI next steps
ai_action
“Gong's AI has also allowed Jeff's reps to be more attentive on calls because they don't have to take notes. Gong does it for them, then summarizes their customer interactions, and even provides AI-backed next best steps”
6
Generative AI follow-up email drafting
output
“Reps can easily follow up on every call with a personalized email drafted by Gong's generative AI”
7
Accurate revenue forecast
output
“Gong's holistic view of Paycor's client sales pipeline drives the team's forecast accuracy”
Reported outcome

Paycor's client sales team achieved a 141% increase in upselling deals closed per seller, improved forecast accuracy using holistic pipeline data, and reduced the administrative burden per call while saving hours of prep time each week.

Reported metrics
Upselling deals closed per seller141%
Prep work time saved per weeksaving hours of time in prep work each week
Administrative burden per callreduced the administrative burden
Seller and leader productivitysaves everyone a ton of time
Reported stack
GongCall SpotlightCRM
Source
https://www.gong.io/customers/case-studies/gongs-revenue-intelligence-fuels-a-141-surge-in-paycors-client-sales-success
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Paycor's client sales team achieved a 141% increase in upselling deals closed per seller, improved forecast accuracy using holistic pipeline data, and reduced the administrative burden per call while saving hours of p…

What tools did this team use?

Gong, Call Spotlight, CRM.

What results were reported?

Upselling deals closed per seller: 141%; Prep work time saved per week: saving hours of time in prep work each week; Administrative burden per call: reduced the administrative burden; Seller and leader productivity: saves everyone a ton of time (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Pipeline data aggregation → Deal prioritization and next steps → Deal close likelihood scoring → AI call summaries via Call Spotlight → Automated note-taking and AI next steps → Generative AI follow-up email drafting → Accurate revenue forecast.

Related sales ops cases