Sales outreach · Production

SpotOn increased win rates by 16% and revenue per rep by 30% using Gong Revenue Intelligence Platform

The problem

SpotOn's newly-formed inside sales team had no playbooks, workflows, or proven processes to build on, and personalized follow-up emails — though known to be effective — were too time-consuming to send at scale.

Workflow diagram · grounded in source
1
Automated call brief generation
ai_action
“Gong generates a call brief — as part of a larger call summary — for every call”
2
Gen AI drafts follow-up email
ai_action
“Gong's gen AI uses information from that brief whenever a rep clicks on Gong's gen AI to automatically craft a personalized follow-up email”
3
Smart Trackers conversation quality check
validation
“They also use Smart Trackers to measure the quality of conversations, watching to see if reps use the right messaging in a conversation”
4
Coaching triggered on messaging gaps
feedback_loop
“If they don't, they know it's time for some coaching”
5
Deal Spotlight surfaces deal risk
ai_action
“Matt's reps can use interaction data and the Deal Spotlight feature to find out what's putting that deal at risk”
6
Pipeline prioritized, forecast updated
output
“address it, or remove it from the forecast. This removes reps' gut feelings from forecasts and replaces them with the voice of the customer”
Reported outcome

Just three months after adopting Gong, SpotOn achieved a 16% increase in win rates, a 30% increase in revenue per rep, and 95% monthly forecast accuracy, along with a 60% reduction in onboarding time and 30% more top-of-funnel opportunities with 20% better conversion.

Reported metrics
Win rate16%
Revenue per rep30%
Sales forecast accuracy95%
New hire onboarding time60%
Show all 9 reported metrics
win rate16%
revenue per rep30%
sales forecast accuracy95%
new hire onboarding time60%
top-of-funnel opportunities30% more
top-of-funnel opportunity conversion20% more
forecast accuracy lift20% lift
rep time saved weeklyhours of time every week
time to resultsthree months
Reported stack
GongGong EngageSmart TrackersDeal Spotlight
Source
https://www.gong.io/customers/case-studies/how-spoton-increased-win-rates-by-16-through-productivity-gains
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Just three months after adopting Gong, SpotOn achieved a 16% increase in win rates, a 30% increase in revenue per rep, and 95% monthly forecast accuracy, along with a 60% reduction in onboarding time and 30% more top-…

What tools did this team use?

Gong, Gong Engage, Smart Trackers, Deal Spotlight.

What results were reported?

Win rate: 16%; Revenue per rep: 30%; Sales forecast accuracy: 95%; New hire onboarding time: 60% (source-reported, not independently verified).

How is this sales outreach AI workflow structured?

Automated call brief generation → Gen AI drafts follow-up email → Smart Trackers conversation quality check → Coaching triggered on messaging gaps → Deal Spotlight surfaces deal risk → Pipeline prioritized, forecast updated.

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