How VITAS Created Consistent Quality Across a Growing Revenue Team with hyrise

What started as sales training for a growing SDR and Account Executive team evolved into a company-wide development program spanning Sales, Partner Management, Customer Growth, and Team Leads.

In Their Words

"I wouldn't have continued the partnership if the team wasn't happy and it wasn't creating real impact."

"We exceeded our company revenue targets last year."

"The biggest advantage is that I can bring an idea to hyrise and they turn it into a practical concept."

"You create a foundation together that you can continue building on."

The Challenge: Creating Consistent Quality Across a Growing Revenue Team

When Mareike Tatic joined VITAS as VP Revenue, she wasn't just responsible for Sales.

Her broader organisation includes Sales, Partner Management, Customer Growth, and Marketing.

The partnership initially focused on Sales in 2025, helping BDRs and Account Executives establish consistent selling standards before expanding to additional revenue functions in 2026.

As the healthcare AI startup entered its next phase of growth, new processes and structures were beginning to take shape. The challenge was ensuring those standards were applied consistently across a growing revenue organisation.

While managers could coach individuals, creating role-specific development programs across multiple teams required additional expertise and capacity.

At the same time, generic training programs weren't an attractive option.

Mareike had seen the limitations before:

• One-size-fits-all workshops
• External coaches requiring extensive preparation
• Training that didn't adapt to different roles

The goal wasn't simply to run training.

The goal was to create a consistent level of quality across the organisation.

The Solution: Role-Specific Training Built Around Real Business Needs

The partnership started with Sales.

Rather than putting everyone through the same program, the team was split based on role and responsibilities.

BDR Training

For Business Development Representatives, the focus was on:

• Cold calling structure
• Objection handling
• Pitch delivery
• Call execution

Because their role revolves around high-volume outreach, training could be highly focused and immediately applicable.

AE & Consultant Training

For customer-facing consultants and closers, the challenges looked different.

Topics included:

• Discovery calls
• Qualification
• Stakeholder conversations
• Value-based selling
• Objection handling in longer sales cycles

Interestingly, the training evolved as the team evolved.

What started as a predefined training program eventually led to the creation of a structured discovery-call blueprint that is now used across the organisation.

"We didn't start with the goal of creating a discovery framework. It emerged from the conversations and what the team actually needed."

The ability to adapt the program throughout the engagement became a key success factor.

The Results

Higher Meeting Conversion in the BDR Team

One of the earliest visible improvements came from the BDR team.

Within weeks, managers observed improvements in call quality and appointment-setting performance.

"We managed to significantly improve our appointment rate. While we keep the exact metrics internal, the positive impact on our pipeline was immediately visible.”

Because BDRs work in short feedback loops, improvements became visible quickly.

Small adjustments in cold-calling execution translated directly into better conversations and more meetings booked.

Revenue Targets Exceeded

While Mareike is careful not to attribute business outcomes to a single initiative, the broader results speak for themselves.

"We exceeded our company revenue targets last year."

Like most growing startups, VITAS was simultaneously improving processes, reporting, hiring, and leadership structures.

Training was one important component within that larger growth journey.

Expanding Training Across the Revenue Team

The biggest signal of success wasn't a KPI.

It was continuation.

After successfully establishing the program across the Sales organisation in 2025, VITAS expanded the partnership in 2026 to support additional revenue functions.

Today, VITAS runs training programs for:

• BDRs
• Full-Cycle Sales reps
• Team Leads
• Partner Managers
• Customer Growth

Each group faces different challenges and therefore receives training tailored to their role.

Several employees were promoted into Team Lead positions, creating new development needs beyond individual contributor training. At the same time, VITAS introduced dedicated programs for Partner Management and Customer Growth.

Rather than treating training as a one-off initiative, VITAS continues to build on the foundation established during the first year of the partnership.

"I think that's also what's nice. You create a foundation together that you can continue building on."

Why VITAS Continued the Partnership

One of the reasons VITAS expanded the program beyond the initial Sales training was the approach's flexibility.

As new challenges emerged, whether in Partner Management, leadership development, or Customer Growth, the company could build on the existing foundation rather than searching for a new provider each time.

"The big advantage is that you're not only speaking with one coach. You have the possibility to cover many different topics."

For Mareike, another important factor was the level of support throughout the process.

Rather than designing and coordinating every training initiative herself, she could bring a challenge to hyrise and work together on a practical solution.

"I basically bring my idea into the room and hyrise turns it into a concept that can actually be implemented."

The result is a training program that continues to evolve alongside the team instead of being treated as a one-off initiative.

What's Next

VITAS is continuing to expand the program throughout 2026.

Current initiatives include leadership development for newly promoted Team Leads, specialised Partner Management training, and advanced coaching for customer-facing sales professionals.

What began as external support for a growing sales team has evolved into an ongoing talent development system that grows alongside the business.

👉  Want to build consistent quality across your revenue team? Train with hyrise

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