Less admin, more selling: how Dust frees up PayFit’s sales team to close more deals

About PayFit

PayFit makes it easy to manage employee payroll and human resources. Present in France, Spain and the United Kingdom, this French unicorn relies on a sales force of more than 100 professionals across Europe. The company has automated key administrative tasks thanks to AI, enabling its sales teams to focus more on customer relations and closing deals.

Challenges: sales Reps spending more time on admin tasks than selling

An internal audit of PayFit's sales organization revealed that SDRs and Account Executives were spending several hours each week on non-selling activities instead of engaging with prospects and closing deals. The sales enablement team identified dozens of these non-selling activities, mostly repetitive and low-value tasks, such as: product information search, prospect research, and post-call documentation.

Complex product information retrieval from an expanding knowledge base

• As PayFit expanded across Europe, their product documentation grew exponentially, eventually spanning 500 Notion pages that sales reps struggled to navigate. Searching for product details became a time-consuming challenge that slowed the sales team down. Sales reps either spent valuable selling time searching through documentation, or they relied on Enablement and Product teams for answers. 
• This dependency on Enablement and Product teams for product information impacted the productivity of these other departments, resulting in a lose-lose situation where everyone spent time on low-value information retrieval rather than their core responsibilities.

“Our sales representatives were spending more time searching through documents than talking to prospects,”
Aimance Carpano-Caux, Sales Enablement Manager at PayFit.

Time-intensive account research 

• Beyond documentation challenges, the team identified prospect research as another inefficiency. PayFit's Sales Development Representatives (SDRs) spent a significant amount of time gathering and synthesizing information scattered across multiple platforms—from Salesforce records to company websites and industry news sources.
• SDRs had to constantly switch between platforms as they manually pieced together prospect profiles from sources, each requiring separate navigation and synthesis.

Inconsistent and time-consuming post-call documentation

• The team's third major challenge was processing sales conversations efficiently. PayFit's sales representatives were spending too much time processing call transcripts, organizing information and identifying follow-up actions instead of engaging with customers.
• Without a standardized approach to call analysis, each sales representative developed his or her own method for processing conversations and identifying next steps. Important details and action items often slipped through the cracks, particularly during busy periods when representatives managed multiple conversations simultaneously.

Solution: specialized AI Agents to address sales operational challenges 

PayFit's sales enablement team needed a solution that could address these three challenges: product knowledge access, prospect research, and post-call documentation management.

“Our sales team needed to maximize its time facing prospects rather than handling administrative tasks,”
Aimance Carpano-Caux, Sales Enablement Manager at PayFit.

Having already seen success with Dust in other departments, PayFit developed three specialized AI agents, each designed to address one of their core challenges.

Sales Knowledge Agent: instant access to product information

The Sales Knowledge Agent connects to PayFit's 500-page internal knowledge base and help center, providing instant access to accurate product and process information across the entire sales organization.

Key capabilities:

• Delivers immediate contextual answers to product and process queries
• Enables quick verification of information accuracy by referencing source documentation through direct Notion page links
• Improves documentation quality through user feedback loops
• Serves the entire sales organization across Europe

Since its implementation in November, the agent has processed over 15,000 queries for the PayFit team. 

Account Summary Agent: automate prospect research

The Account Summary Agent addresses the time-intensive prospect research process and provides personalized outreach.

Key capabilities:

• Extracts and synthesizes account details from Salesforce
• Gathers relevant company information from web sources and surfaces relevant insights
• Identifies recent interactions and historical engagements
• Generates potential conversation starters and icebreakers for personalized outreach

“The agent identified that a prospect had recently published a book—information our sales representative immediately used for a compelling introduction call,”
Aimance Carpano-Caux, Sales Enablement Manager at PayFit.

Call Summary Agent: instant structured call documentation

The agent processes sales call transcripts and generates structured summaries within seconds.

Key capabilities:

• Automatically analyzes Modjo call transcripts
• Categorizes discussion points according to the MEDDICC (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion) sales model framework
• Identifies critical follow-up actions and next steps
• Generates standardized call summaries across the sales team
• Flags points requiring clarification in future conversations

“As a sales manager, I've seen a complete transformation in how our team operates. Dust's Agents ensure no critical details are missed after calls, and our follow-ups are more targeted and effective”
Aimance Carpano-Caux, Sales Enablement Manager at PayFit.

Since these three agents can be accessed through the Dust Chrome extension, they integrate seamlessly into PayFit's existing sales workflow.

Results: 10X faster access to accurate product information and 95% reduction in outreach preparation

The implementation of Dust AI agents has transformed how PayFit's sales team operates across Europe, converting previously time-consuming tasks into automated processes and delivering significant improvements in sales operations.

From 5 minutes to 30 seconds: 10X faster access to accurate product information

The Sales Knowledge Agent delivers instant, accurate answers to product queries, cutting information search time from 5+ minutes to under 30 seconds.

“I spent nearly an hour each day searching through our knowledge base and preparing for calls. Now, with the Sales Knowledge Agent, I get instant answers and can focus on building relationships with prospects and closing deals,”
Aimance Carpano-Caux, Sales Enablement Manager at PayFit.

Self-service info access reduces dependency on product teams

With the Sales Knowledge agent, the entire PayFit team can independently access accurate product information. As a result, the team reduced its dependency on the Product and Ops teams, reducing requests to these teams by 50%

“Finding specific product information was a constant challenge. Now, the sales team has instant access to accurate information, allowing them to respond to customer queries with confidence and precision without relying on the sales ops team. The ease of accessing critical information instantly has been a game-changer for us.”
Aimance Carpano-Caux, Sales Enablement Manager at PayFit.

Continuous documentation improvement

Beyond providing quick access to information, the Dust agents have transformed how PayFit maintains its documentation accuracy with a dynamic feedback loop. When team members identify potential inaccuracies or outdated information, they can immediately flag it through the system. This real-time feedback mechanism has:

• Reduced documentation update cycles from weeks to days
• Improved content accuracy 
• Created shared ownership of knowledge base quality
• Enabled continuous refinement of internal knowledge

A 95% reduction in prospect research and outreach preparation

By automating prospect research with the Account Summary Agent, prospect research and qualification are done in just a few seconds, reducing manual research time by approximately 95% per prospect.

An 80% reduction in post-call documentation time

The Call Summary Agent has significantly improved PayFit's post-call activities through intelligent automation. By processing call recordings and generating structured summaries within the MEDDICC sales framework, the agent has:

• Cut post-call documentation time by 80% with standardized call analysis
• Reduced email follow-up time from 7 to 2 minutes
• Cut qualification note reading and demo preparation from 10 to 2 minutes

“Dust has transformed our daily operations. Our SDRs save 2 hours per week on administrative tasks. Account Executives can prepare for customer meetings in a fraction of the time. Tasks that used to take several minutes now take just a few, significantly boosting our productivity and morale.”
Aimance Carpano-Caux, Sales Enablement Manager at PayFit.

By automating time-consuming tasks, PayFit's sales team saves over 2 hours per week per rep and can focus more time on what matters most – engaging with prospects and closing deals.