Trailstone Insurance Group
Trailstone Insurance is a full-service independent insurance agency. Started in 2013, Trailstone has grown 40% year over year since 2013 and contributes much of its success to its forward-thinking approach to adopting new technology and employee happiness. We spoke to Sales Director, Ken Abel, about how SalesScreen has helped contribute to Trailstone’s growth.
That's why we were looking for gamification because if it's fun, people will follow along and participate more.
Ken Abel , Sales Director
From Spreadsheet Metrics to Fully Engaged Remote Teams
Trailstone, a fast-growing independent insurance agency (40% YoY since 2013), needed a way to visualize performance and connect their individual agents, especially with remote team members, through real-time motivation.
“That’s why we were looking for gamification because if it's fun, people will follow along and participate more.” — Ken Abel, Sales Director
Before SalesScreen, metrics were static numbers on dashboards and lacked a competitive spark. The result? Agents focused only on their own performance, isolated rather than inspired. SalesScreen brought data to life with leaderboards, celebrations, and social recognition, sparking engagement across their distributed team.
Streamlined Coaching & Centralized Accountability
Real-time visual data replaced buried spreadsheets and limited visibility:
“So before SalesScreen… our dashboard was just numbers… most people just look at their own numbers, and… don’t see much of a comparison to others. Once we implemented SalesScreen, all that data and numbers were visualized for them.”
Now, managers can instantly see who’s leading, who’s trailing, and who shines behind the scenes, with no manual updates. This transparency transformed training and coaching:
- Automated contests and leaderboards encourage performance and accountability.
- Real-time visibility enables timely coaching and peer-driven recognition.
- Celebration triggers turn individual wins into social events.
Feature Highlights That Enhanced Culture and Connection
Trailstone embraced several key features:
Personalized celebration videos:
“The celebration videos are by far the best thing. Agents get to pick their own video… and that gets hilarious.”
Peer-to-peer endorsements:
“The second greatest thing is the endorsements. Being able to give somebody coins and tell them thank you… That's an amazing morale boost, especially for our service team.”
Team-based competitions:
“The team-based competitions are definitely the most fun… My personal favorite would be the point-based competition. We have ten different metrics… it really shows effort… doing calls, sending quotes, following our process.”
These features created a shared culture of appreciation, recognition, and healthy competition.
Visualization That Builds Connection & Ownership
SalesScreen’s visualization turned remote work into collective celebration:
- Leaderboards brought clarity to every agent’s role.
- Celebrations and endorsements made achievements visible—even across distance.
- Personalized videos and coins added fun and accountability to daily routines.
Together, these elements shifted Trailstone’s environment into an engaging, unified, and performance-based culture.