- $XM added to pipeline, goal crushed!
- 70% of meetings sourced from cold calls (when they only saw 10% the previous quarter without Orum)
- 40 dials to 175+ Dials per rep per day
- Two new reps added $150K+ in Pipeline in their first quarter!
A Leaner Team, a Bigger Quota, and No Room for Error
Chad Sjursen, a seasoned sales leader with 25 years of outbound experience, had a problem familiar to many: a high-stakes pipeline goal, a leaner-than-ever team, and limited time to coach. In Q2, his marketing team was in transition, and suddenly the burden of hitting revenue targets fell squarely on his five-person BDR squad.
Scaling Himself With Orum’s AI Coaching Suite
To hit those numbers, Chad knew more dials alone wouldn’t be enough; his team needed to get better at every conversation. That’s where Orum’s AI Coaching Suite came in to help.
Chad built a repeatable workflow around Orum’s AI scorecards:
Start every morning with AI Scorecards and Analytics
Chad reviews the highest- and lowest-scoring calls, along with Orum’s analytics, to identify coaching moments and common objections.
Give reps focused, actionable feedback (that they can do that day!)
Chad never sends a full six-minute call and asks reps to listen to it. Just the key timestamps (which is easy to link in Orum) and a quick note on what to try next.
Create space for peer learning
Reps jump into Orum’s Virtual Salesfloor to listen in, self-coach, and borrow talk tracks that actually work.
Build a culture of reflection
Each week, reps submit their best and worst calls, plus what they learned. Wins and learnings go to Slack for the whole team.
From Call Reluctance to Great Calling Culture
Chad’s team also embraced Orum’s Virtual Sales Floor, replicating the buzz of live floor energy and organic learning.
It also accelerated onboarding: Two new reps ramped faster than anyone on Chad’s team to date, generating over $150K in pipeline in their first full quarter.
More Dials, Better Coaching, Bigger Wins
Before Orum, Chad’s team averaged just 40–50 dials a day. With Orum, they’re now averaging 175 dials per rep. But volume alone wasn’t the unlock.
The real game-changer was how Chad uses AI Scorecards and Orum’s advanced analytics to level up every conversation along the way.
By combining more conversations with sharper coaching, Chad’s lean team didn’t just fill the gap, they crushed their quota, hit goal ahead of schedule, and sourced 70% of their meetings from cold calls. It wasn’t just activity. It was impact.
