Case Study: ConnectAndSell achieves 4.2x more rep conversations and 8.5x pipeline growth with Hoopla

Using Hoopla to Drive Big Gains in Sales Team Performance

ConnectAndSell, a San Mateo–based B2B sales enablement company, restructured its sales organization in 2012 to define the actions and metrics that drive deals. CEO Stu Schmidt needed a way to motivate reps to execute those activities consistently and visibly, so the team looked for a dynamic, real‑time recognition tool.

They deployed Hoopla in under a day to display live, Salesforce‑driven leaderboards and instant recognition on office screens. The combination of objective, real‑time feedback and competition drove big gains: conversations per rep rose 4.2x, total conversations 7.5x, pipeline volume 8.5x, pipeline value 5.6x, sales system adoption 3.6x, and likely bookings ~2.6x year‑over‑year—while boosting team culture and prompting plans to expand Hoopla to other departments.

ConnectAndSell

Jim Reiss

Vice President of Sales