Sweatcoin Case Study



Sales leadership coaching and sales team development

How ScaleWise coaching enabled Sweatcoin’s Head of Global Partnerships to successfully specialise the sales team and revamp the company’s commission scheme.

Business type


Solution type

Sales Coaching

Size of commercial team


Company stage

Series A

As the name suggests, Sweatcoin is a fitness app that rewards users for exercising. Founded in 2014, Sweatcoin aims to kickstart active lifestyles by offering tangible incentives like athletic clothing and headphones depending on the number of steps taken by the user. Based in London with a worldwide reach, the fast-growing Sweatcoin app now has over 50 million users in 40+ countries.

Sweatcoin Need

Building a client base of over 50 million users in just seven years, Sweatcoin’s story is the definition of rapid expansion and as the app’s popularity has grown, so has the sales team’s size and responsibilities. From bringing in deals and forming partnerships with brands to looking at new ways to add value to customers and motivate them to exercise, Sweatcoin’s sales team is crucial to the app’s success.

What’s more, Head of Global Partnerships, Luke Baber, was new to sales management and was looking for a more experienced counterpart to road test new ideas. Sweatcoin therefore decided to work with a seasoned ScaleWise sales coach to develop Luke’s sales leadership skills and enhance the sales team’s capacity to help Sweatcoin capitalise on new opportunities.

ScaleWise Impact

After discussing Sweatcoin’s needs with ScaleWise co-founder and sales leader Gavin Sumner, Luke started three hourly sessions per week with Gavin before moving on to one hourly session every week. The ScaleWise coaching had the following key impacts:

1. Specialised sales team

The sales team embraced Sweatcoin’s rapid expansion with a ‘jack of all trades’ mentality where team members took on a variety of responsibilities across the sales function. With Gavin’s restructuring experience, Sweatcoin specialised the team in terms of geography and roles, while also adding streamlined processes and designating responsibilities. As such, the team now has a fully-implemented structure, which has enabled Sweatcoin to expand its output per person.

2. Revamped commission scheme

Sweatcoin was looking to reconfigure its commission scheme to bring increased value to users. By bouncing ideas off Gavin, Sweatcoin developed a new logic-based commission scheme that brought more brands into the marketplace to offer to Sweatcoin’s users.

3. Laid groundwork for new CRM

For a worldwide company with 50 million+ users, Sweatcoin needed a fully-functioning and efficient CRM system, but the team didn’t have the experience implementing a system of such size and scope. Wth Gavin’s insight, Sweatcoin has laid the foundation for a CRM system that fits their bespoke needs and is ready to proceed with the system’s roll-out.

4. Developed sales leader’s skills

Luke Baber was new to sales management and found the ability to test ideas and learn from Gavin extremely beneficial for his personal development. In particular, Gavin’s one-on-one coaching reassured Luke when coming up with new initiatives, helped him deal with the natural stress of being a sales leader and improved his management style by collating and sharing feedback from the team about what worked and what didn’t.
Luke Baber

Luke Baber

Head of Global Partnerships, Sweatcoin

“The number of Sweatcoin users has exploded over the past year putting added pressure on myself and the sales team to come up with new ways to add value. It was daunting to say the least, but Gavin’s coaching quickly put me at ease. By sharing his experience, implementing a bespoke structure for our sales team, developing my management style and aligning our sales focus, we’ve been able to confidently push forward with new sales initiatives that are making a tangible impact.”

Frequently Asked Questions

A Scale Coach is a seasoned GTM operator who has been through our screening process to ensure they have the experience and expertise required to support our clients. They provide powerful insights, offer constructive feedback and love sharing their knowledge.
Our Scale Coaches are VP and C-level go-to-market leaders who have recently played (or are currently playing) pivotal roles in successfully scaling fast-growth tech companies. Their specialisms include Marketing, Sales, Customer Success, Partnerships and Revenue Operations.

ScaleWise Marketplace has 250+ Scale Coaches who offer expertise across sales, marketing, customer success, partnerships and RevOps. You have two ways to find the right coach. You can use bespoke filters on the ScaleWise Marketplace to search for relevant experts and book chemistry calls with anyone who catches your eye. Or you can create a Help Request on ScaleWise Marketplace and experts with matching skills and experience will apply. You can then review applications and book chemistry calls with those you feel are the best match.

We offer a range of subscription packages from 2 to 4 hours per month. Hours can be used with multiple Scale Coaches if desired. We require an upfront deposit of £435 which will cover the cost of your first session. In the unlikely event that you don’t find a match this will be refunded.
We’ve on-boarded over 250 Scale Coaches, most of whom are based in EMEA. Specialisms include Marketing, Sales, Customer Success, Partnerships and Revenue Operations.
There is a 3-month minimum contract.

Yes. You can use your subscription hours with any Scale Coach. You have over 250 to choose from! ScaleWise has many clients who are tapping into the expertise of several Coaches at once.

ScaleWise has supported the portfolio companies of top-tier investors

Octopus ventures

Unsure what you need?

Book a free 30-minute consultation to discuss.