From ‘Bar Napkins’ to a Sales Powerhouse: How Wholesale Payments United 500 Reps and Drove Growth with SPOTIO
Wholesale Payments, a nationwide merchant services provider founded in 2007, transformed their distributed field sales organization from “bar napkins and Excel spreadsheets” into a data-driven powerhouse. With 500 independent reps across all 50 states focused on supporting small businesses, they needed a unified platform to drive consistency, accountability, and growth in their 1099 sales model.
Who They Are
Founded in 2007 in Lubbock, Texas, Wholesale Payments provides “white glove” merchant services to businesses nationwide, with a mission to keep payment processing simple through strong local relationships. The company operates across all 50 states using a dynamic field sales organization of 500 independent representatives under a 1099 model, focusing particularly on helping small businesses navigate rising costs.
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Lubbock, TX
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Financial Services
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B2B
The Challenge
AWholesale Payments faced critical organizational barriers across their large, independent sales force:
- Fragmented processes – Reps used everything from “crayon on bar napkins to Excel spreadsheets” creating widespread inconsistency
- Lost revenue from missed appointments – Email-based lead distribution resulted in missed opportunities and lost closed deals
- Zero managerial visibility – Leaders couldn’t verify rep activity or identify coaching opportunities without unified tracking
Without centralized systems, their field operations suffered from inefficient routing, duplicate bookings, and accountability gaps that hindered growth potential.
The Solution
Wholesale Payments partnered with SPOTIO to:
- Deploy centralized pipeline management unifying all appointments, follow-ups, and lead stages in one platform
- Activate intelligent route planning with map-based territory views to minimize travel time and maximize efficiency
- Build real-time mobile updates enabling seamless organization from business to business
- Implement data-driven management dashboards providing visibility into rep activity and targeted coaching opportunities
The Result
SPOTIO transformed Wholesale Payments into a unified, accountable sales organization with measurable improvements across all operations:
- Increased sales and productivity with universal adoption across all top producers driving revenue growth
- Faster new rep onboarding making SPOTIO a “game changer” for getting new hires productive quickly
- Eliminated lead duplication through automatic alerts reducing double bookings and wasted effort
- Enabled data-driven coaching with real-time reports helping managers identify and course-correct struggling reps
The transformation positioned Wholesale Payments to scale their merchant services operation while maintaining their commitment to local relationships and small business support.
