Case Study: Groupon achieves more closed contracts and faster rep ramp times with InsideSales Playbooks

Groupon sees immediate impact and an increase in closed contracts with Playbooks

Groupon, a global eCommerce marketplace with several hundred digital sales reps, struggled with inconsistent prospecting, short sales cycles, and slow new‑hire ramp times. To bring focus, structure and repeatable behaviors to its teams, Groupon engaged InsideSales and deployed its Playbooks solution.

InsideSales implemented enforced Plays (Playbooks) that linked prescribed workflows to conversion metrics, driving rapid adoption and shorter ramp times. The result was a noticeable jump in connections with key decision makers and a lift in closed contracts per rep per month, along with higher technology adoption and reduced new‑rep ramp times.

Groupon

Mark Brodahl

Vice President of North American Sales and Sales Ops