Case Study: Stone Street Capital achieves 60% increase in sales team productivity with Hoopla

Financial services company drives 60% increase in sales team productivity with Hoopla sales contest

Stone Street Capital, a 25‑year veteran in lump‑sum purchases with more than $2.5 billion in transactions, faced stagnant sales activity early in 2014 and wanted a more engaging alternative to traditional, end‑of‑year incentives. The company selected Hoopla’s Sales Motivation Platform to boost Salesforce adoption, focus reps on the right daily activities, and drive consistent sales performance.

Using Hoopla’s March Madness contest—live leaderboards on TVs and in Salesforce, customizable point systems, week‑long mini‑contests and social features—Stone Street tracked calls, live conversations, quotes and contracts. The campaign produced a 60% increase in tracked call activity (from ~7,000 to 11,255), stronger outbound effort, sustained gains across metrics, expanded adoption across marketing and business development, and a conservative ROI estimate of $150,000 from just ten additional contracts—over ten times Hoopla’s annual cost.

Stone Street Capital

Dan Bonner

Sales Director