How Omniplex Learning Scales & Forecasts Smarter with Outreach

Scaling a sales team is exciting, but also incredibly challenging. For Omniplex Learning, a company that grew from just five employees to more than 100 in just a few short years, the pressure was on to onboard reps quickly, keep communication consistent, and forecast growth with confidence. 

Chief Revenue Officer Tom Hammond and Sales Director Andrei Grayson knew they needed a solution that could keep pace with their rapid expansion. That’s why they turned to Outreach. Today, Outreach is one of Omniplex Learning’s top three essential tools — a cornerstone of their growth strategy. 

We sat down with Tom and Andrei to hear more about their story of scale and growth. Follow along to hear their proven strategies.

The Challenge: Scaling a Rapidly Growing Sales Team 

Omniplex Learning’s challenges weren’t about generating leads. The business was already seeing thousands of inbound leads per month and adding 400 new customers each year. The real test was managing growth at scale. 

Andrei explains: “We have lots of leads that come through to us. We get a couple of thousand leads a month. We’re adding about four hundred new customers a year as well. So our challenge isn’t often getting the customers through the door, but our challenge through scaling has been a couple of things. It’s been around people.” 

As the sales team tripled in size, it became impossible for managers to know every rep’s habits and traits. “We can no longer manage those people or manage the process with knowing each and every one of their traits. So that’s a big challenge for us as we scale.” 

Outreach as the Foundation of Omniplex Learning’s Sales Process 

To overcome these scaling hurdles, Omniplex Learning made Outreach the foundation of their sales process. Adoption began at the onboarding stage. Managers were included every step of the way so they could understand the “why” behind the change. 

Andrei recalled having an amazing experience with the onboarding and Outreach. It was important to her that managers were included, so they understood at every step of the way what needed to be done and why we were doing what we were doing. And then communication became really simple to go down to the reps.  

The cultural shift was clear: Outreach became the default starting point for sales activity.  

“The change we had to make was you don’t go to Salesforce first or your CRM first, you go to Outreach first. So very quickly, people realized we’re looking at Outreach, so you have to too. And that’s why you see the engagement numbers are so high. It’s if you work at Omniplex in sales, this is the tool you start with.” 

Even leadership meetings reflect this mindset. At weekly calls, Omniplex Learning had Outreach up and walked through key deals as a team. 

Driving Rep Success with Content Cards & Call Recordings 

For Omniplex Learning, the right tools supported their scaling efforts. But, the right features were essential in giving reps a hands-on onboarding experience. For that effort, the Omniplex Learning team leaned heavily on Outreach content cards and call recordings. 

Andrei explains: “We sell, you know, nine or ten different products. And within those products, there’s lots of different areas to them as well. Some are professional services, some are SaaS, and we measure them in different ways. And that creates a lot of challenges.” 

Content cards solved part of that challenge. As new products and features rolled out, Omniplex Learning updated them so reps always had the latest information at hand. Plus, the team built sequences and templates; it was a heavy lift at first, but once in place it was easy to tweak and refine. 

But perhaps the most impactful change was leveraging call recordings. Omniplex Learning discovered that their top-performing reps consistently re-watched calls. Omniplex Learning even created playlists to share those best examples. New hires now start by listening to top calls, seeing how reps handled new features or tough questions, and the playlists are continuously updated to keep learning fresh. 

Forecasting Transformation with Outreach 

Next up for an upgrade was how Omniplex Learning tracked pipeline and forecasts. For years, they relied on Salesforce and spreadsheets, but the process was slow, meetings dragged on, and accuracy was inconsistent. With multiple product lines and millions in monthly revenue, those gaps added up quickly. 

Bringing in Outreach’s forecasting tools changed the game. Instead of spending hours combing through deals, leaders could zero in on the insights that mattered. Forecast meetings became faster and more focused, giving sales managers and reps back valuable time. Hammond emphasized the massive time savings during reviews: “What the tool gives us now is all that information is there, it’s ready to go, so we can just target on the things that we want to. So I think the time saving is significant.” 

Accuracy improved dramatically too. Within just three months, Omniplex Learning was forecasting within 5% of actuals. Leaders could now look backward to understand which teams were forecasting well, where gaps existed, and why certain numbers weren’t adding up.

Business Impact: Scaling Growth & Accuracy 

Outreach has become a cornerstone of Omniplex Learning’s growth strategy. In fact, leadership calls Outreach part of their “fundamental growth stack.” The results are clear and measurable: 

• 400+ new customers added each year 

• Forecast accuracy within 5% across $3M monthly revenue 

• Faster, more efficient sales cycles as reps spend less time on admin and more time selling 

By building sales execution and forecasting on Outreach, Omniplex Learning turned rapid headcount growth into sustainable, repeatable revenue outcomes, giving both leaders and investors confidence in the path forward. 

Why Omniplex Learning Recommends Outreach 

Well, the reviews are in. For Omniplex Learning, Outreach isn’t just another sales tool. It’s become central to how the team operates and grows. Both leaders point to Outreach as essential in scaling their processes and driving results. Hammond sums it up clearly: “Outreach is one of those top tools driving our growth.”  

That kind of executive-level advocacy underscores how deeply Outreach is woven into Omniplex Learning’s success, from day-to-day sales execution to long-term revenue planning. Hammond noted how Outreach also resonates beyond the sales floor.  

Start Scaling and Forecasting with Confidence 

Omniplex Learning’s journey proves what’s possible when a sales organization puts Outreach at the center of its strategy. By anchoring onboarding, coaching, and forecasting in one platform, they’ve grown faster without losing control. The results speak for themselves: a rapidly scaling sales team, forecasts accurate within 5%, and 400+ new customers added every year.