“I’ve been a sales and training manager for 30 years, and for the first time in my life — I had a rep with no sales experience come in, get trained within 2 weeks [using AI], and her first sales call was a win.” – Bill Pace, Sales and Training Manager, USB Payments
TLDR: USB Payments uses Yoodli AI sales coach to reduce seller ramp time, save time on manual role-play training, and improve the quality of practice.
Through Yoodli, USB Payments achieved a 19% increase in meetings booked within 30 days, a 20% improvement in meeting quality (more in-person & qualified meetings booked), and a 50% reduction in seller ramp time.
Background
USB Payment Processing offers credit card processing, mobile payments, and marketing services that allow merchants to streamline their business operations.
Within 30 days of implementation, Bill Pace, Sales and Training Manager, achieved immediate results. With both Inside and Outside sales teams reporting to him, he previously spent 20 hours per week manually training and onboarding new reps. Now, he uses Yoodli daily, empowering his reps to close more business.
The Problem
USB Payments prides itself on having a culture of continuous growth and learning. Each new hire gets 8 hours of role-play based training before speaking with potential customers, with 1.5 hours a month of ongoing role-play training with peers.
Previously, sales managers spent over 50% of their time manually conducting role plays during initial onboarding, taking valuable time away from other revenue generating responsibilities.
Leaders also found it challenging to continually craft different personas, scenarios, and provide objective feedback.
The Solution
USB Payments deployed Yoodli AI sales coach across their entire sales organization, enabling customized AI roleplay practice, on-demand. With Yoodli, USB payments:
- Scaled role-play training across a variety of USB customized buyer personas, buying situations, and prospect objections.
- Increased self-paced training hours by over 600% per rep (from 18 hours to 120 hours annually)
- Saved sales leaders at least 6 hours a week on training, allowing them to focus on revenue generating activities.
“Yoodli has made my time with my reps much more strategic and valuable. I can now work with my team on specific things they’re struggling with, and help them solve those exact problems.” – Sales Leader at USB Payments
Cultural Shift
Now, reps use Yoodli daily to warm-up with custom AI scenarios, personalized by sales leadership with objections they’re hearing from the field. It’s part of daily standup, and the team loves it.
“It’s completely changed the culture. Everyone practices. This is just what we do. And now we’ll be exponentially better next year because of the sheer amount of practice we’re able to get with Yoodli that we couldn’t have before.”
Learners have unlimited access to Yoodli. They can practice their pitches as many times as they like to build confidence. Yoodli’s private, judgment-free platform makes it feel less like an assignment and more like a self-improvement opportunity. Reps love it.
Bill shared: “Last week, a new hire asked me: ‘Am I allowed to do this at night? Can I practice this on my own time as well?! I love this!’”
The Outcome
Yoodli has changed the game for USB payments. In just 30 days after roll out, the team is already seeing:
- A 19% increase in meetings booked month over month due to deeper discovery and more relevant questions.
- A 20% increase in face-to-face meetings booked (F2F has a close rate of 42% vs. Phone which has a rate of 8%)
- Significantly shorter ramp times, with new reps closing deals just weeks after joining USB Payments.
- A 20% increase in call length, leading to significantly improved objection handling and deal progression.