Sales Chaos to Scalable Calm – A Marketscale Transformation

Marketscale’s sales ops team was in survival mode. Reps were bouncing between Salesforce, Salesloft, Gong, and ZoomInfo with no unified workflow. Leads slipped through the cracks. Handoffs were missed. And leadership had zero visibility into what was really driving ROI.

I was brought in with a clear goal: bring order to the chaos.

Over six months, we rebuilt their sales infrastructure from the inside out. The tools didn’t change—Salesforce, Gong, Salesloft, and ZoomInfo stayed. But how they worked together? That changed everything.

• APIs were cleaned up and integrated.
• Lead routing was rebuilt based on logic, not luck.
• Gong data started shaping rep coaching sessions.
• Revenue dashboards replaced pipeline guesswork.

The most powerful change?
We used performance data to restructure the team. We saw who was quietly crushing it, who needed coaching, and who needed a new seat altogether.

What Worked:

• Integration before innovation
  Don’t chase shiny tools. Make your current ones work together first.
• Gong is a coaching tool
  When connected to the CRM and rep metrics, it transforms 1:1s.
• Reporting ≠ Vanity
  Good dashboards aren’t decoration—they’re direction.
• Sales is a system
  And once that system works, reps stop guessing… and start growing.