Pace Revenue partners with Uhubs to improve onboarding and develop salespeople faster to break revenue records.

Who are Pace Revenue?

Pace Revenue is a Revenue Platform centered around the hospitality industry, that provides industry-leading decision intelligence, innovative business intelligence and a suite of intuitive management tools.

Due to the constraints on time and budget for most SaaS sales leaders, enhancing the content available for new hires and making the sales coaching process more time-efficient were key issues for Pace to solve.

“I want to hire graduates into our SDR team. They only think about their first job and aren’t thinking long-term yet. The main problem is that we pay below the market. Of course it's difficult to compete for talent.” - Clément Auffan, Head of Sales.‍

Three key challenges for Pace:

1. Save time during the onboarding process and speeding up ramp times
2. Making Pace an attractive employer of choice for ambitious salespeople who are hungry for career development and growth
3. Making coaching a more efficient process for senior salespeople via Expert-led Uhubs content

Primarily, Pace partnered with Uhubs to help the Head of sales reach agreement between the sales team on what kind of sales characteristics salespeople were confident in, and where their weaknesses lay. Having a tool that intelligently recommends digital sales content to help plug the gaps reduces the stress and workload of the leader.

“Some people will identify some weaknesses and I might see some others. Uhubs helped us agree on that and decide together on where we want to address the coaching for the future weeks and months.” - Clément Auffan, Head of Sales

Solutions: Streamlined onboarding and development

Salespeople being able to access digital, expert-led content frees up busy sales coaches to focus on other priorities. Clement implemented a system in which salespeople made notes on Uhubs digital content (from the video library), and presented it back to the rest of the team; a brilliant example of peer-to-peer learning in action.

“It's super important for me to make sure that when salespeople have a question, they can go and listen to someone who's an expert of this domain and learn from them.” - Clement Auffan, Head of Sales

Uhubs content has helped plug content gaps in the onboarding process, with Uhubs digital content recommendations linking to the Pace playbook, to familiarise new hires with key concepts and skills and reinforce their learning. The Pulse tool has also helped the Pace team address skills gaps within the team more efficiently, and enabled Clement to develop strategies and timeframes within which to deal with them.

Outcomes: Faster rep development and faster ramp times

“The Pulse helps salespeople to develop faster, with a more proactive mindset.” - Clément Auffan, Head of Sales

Since a very smooth onboarding with Uhubs in May - just before July and August, a period in which Pace often see a slump in sales - salespeople who have been engaging with Uhubs content have been successfully ramped, hitting 80% of their quota in record times.

Find out more about Pace here.