Case Study: Wayfair doubles revenue-per-rep and gains productivity equivalent to 100 sales reps with Ambition and Tenfold

How Wayfair Used Ambition and Tenfold to Become More Productive, More Data-Driven, and Bring Out its Best as a Sales Organization

Wayfair, a Boston-based online home goods retailer with 5,000+ employees and more than seven million products, faced a major data challenge after moving to Salesforce: critical call and activity data were buried in their phone system, preventing accurate KPIs, team structuring, and accountability. They needed a low-friction, IT-free solution compatible with existing telephony and CRM to surface reliable sales metrics and drive rep behavior.

Wayfair deployed Tenfold (740 users) to automatically log calls into Salesforce and Ambition (160 users) to provide real-time leaderboards, goals, and coaching tools. The combined solution logged 2,350,837 calls, captured 71,869 hours of talk time, saved 77,227 employee hours, and produced a productivity lift equivalent to 100 additional salespeople; Ambition also helped double revenue-per-rep and, in some teams, doubled daily outbound activity while aligning sales activity across the organization.

Wayfair

Travis Huff

Director