sales_ops · saas · workflow
Gong for BDRs: How Aircall boosted qualified pipeline by 35% in EMEA
Aircall's EMEA BDR team operated without call recordings or transcripts, forcing managers to coach based on subjective feelings rather than data, while reps learned through hypotheticals and role-play rather than real call examples.
How it works
Common implementation structure
How this type of workflow is generally built, generalized across documented cases — not tied to any one vendor's stack. Click any stage to read what happens there. Specific products that implement these stages appear in “Tools commonly seen” below.
Stage 1 · Call recording and transcription
Calls are recorded and transcribed by Gong, including in German for the northern European team.
Tools used
GongScorecardsCall Library
Outcome
Aircall realised a 35% increase in qualified pipeline in EMEA after implementing Gong, with coaching shifting from subjective ratings to data-backed quantitative benchmarks.
Results
Volume35%
Running sincefirst quarter of 2021
Grounding & classification
Source type: vendor customer story
21 fields verified against source quotes.
speech to textcall recordinghuman review describedmetric backednamed customerproduction runtime claimedtools describedworkflow describedsoftwareconversion increaseemployee productivityvendor customer storysales opssales outreachhuman review queuevoice call handling