Case Study: Outreach achieves a data-driven sales coaching framework and boosts SDR performance with Ambition

Outreach Uses Ambition and Chorus for a Successful Coaching Framework

Outreach, a leading sales engagement platform, needed to operationalize a new coaching framework based on The 4 Disciplines of Execution. The SDR team required a visible, dynamic scoreboard and a steady cadence of accountability to track activity and objective KPIs and to improve conversion rates across the funnel.

They adopted Ambition as the compelling scoreboard and embedded Chorus conversation intelligence for weekly call coaching, leaderboards, role‑plays and training. Using weighted scorecards (e.g., 85 outbound dials/day, 19 contacts sequenced/day, targets of 25 meetings/12 SQLs/9 SALs per month), the integrated approach made coaching data-driven, boosted visibility into conversions, and energized the team while aligning execution with their framework.

Outreach

Brooke Bachesta

Sales Development Representative Manager