Case Study: Glacier Media shortens new sales rep ramp-up time with Gong

Shortening the time to success for new sales reps

Glacier Media, a Canadian media company transitioning from traditional advertising to digital marketing, faced a major challenge as sales moved from in-person selling to fully virtual work. With less visibility into rep activity and no formal coaching structure, the company needed a better way to train new sales reps, support managers, and help teams adapt to a more complex sales environment. Gong was introduced to fill that gap.

Gong implemented a platform for call recording, performance comparison, coaching comments, scorecards, and training libraries, giving Glacier Media more visibility and a consistent way to coach reps. The result was faster onboarding, access to more than 2,000 call recordings and training materials, and better feedback for managers, while also saving time by letting reps learn independently. Gong helped Glacier Media strengthen adoption of virtual sales and improve coaching consistency across the team.

Glacier Media

Connor Beaty

Regional Digital Sales Manager