If you’re running or working on a B2B sales team, you’ve probably heard about “go-to-market” (GTM) platforms that promise to boost performance, engagement, and revenue. There are a ton of these tools, but most either overpromise, underdeliver, or just add more noise. This review digs into Centrical, a GTM software that’s been making the rounds—warts and all. Whether you’re a VP of Sales weighing a big purchase, a frontline manager, or a rep who just wants less busywork, here’s what you really need to know.
Who’s This For?
- Sales leaders tired of dashboards that don’t drive action
- Enablement folks looking for something reps won’t ignore
- Revenue ops and IT who’ll inherit the admin headaches (or not)
- Individual reps who want to spend less time clicking around and more time selling
If you’re looking for a miracle cure for pipeline woes, this isn’t it. But if you want an honest, practical take on what Centrical actually does for B2B sales teams, you’re in the right place.
What Is Centrical, Really?
Centrical bills itself as a “performance experience” platform—a fancy way of saying it’s part sales gamification, part enablement, part analytics. The pitch: motivate reps to hit targets, embed training into daily routines, and surface actionable insights—all in one place.
Key features: - Gamification: Points, leaderboards, challenges, and rewards - Personalized coaching: AI-driven nudges based on rep activity - Microlearning: Bite-sized lessons and quizzes - Goal tracking: Automated progress updates and alerts - Integrations: Connects to your CRM, call tools, and more
In theory, it helps reps stay focused and managers spot issues early. In practice? Let’s get into it.
Setting Up Centrical: Not a 5-Minute Job
The Good
- Integrates with major CRMs (Salesforce, HubSpot, etc.): You won’t have to rip out your pipeline process.
- Flexible for different KPIs: You can gamify almost anything—calls, demos, closed-won, you name it.
- Admin dashboards don’t require a PhD: Once you’re in, it’s pretty clear what’s what.
The Not-So-Great
- Implementation takes time. Plan for a few weeks, not days. Mapping your KPIs, syncing data, and building out challenges isn’t trivial—especially if your CRM data is messy (and whose isn’t?).
- Change management is real. Reps are already drowning in tools. Getting buy-in takes effort—especially from senior sellers who think gamification is for summer interns.
- Customization can get fiddly. If you want anything beyond the default setup, expect to spend time with support or your own ops team.
Pro tip: Assign a project owner who actually understands your sales process, not just your tech stack. Otherwise, you’ll end up with a leaderboards feature nobody cares about.
User Experience: Slick, But With Caveats
For Sales Reps
- Dashboard is clean and mobile-friendly.
- Challenges and leaderboards are visible and easy to join.
- Microlearning is quick—think 2-5 minute bursts, not hour-long modules.
- “Nudges” (AI prompts) are hit-or-miss. Sometimes genuinely helpful (“You’re halfway to quota!”), sometimes just noise (“Congrats, you logged 10 calls!”).
What sales reps like: - Immediate feedback—knowing where you stand in real-time - Friendly competition (if your team culture leans that way) - Small rewards (think gift cards, not luxury trips)
What sales reps don’t like: - Overly generic nudges and notifications clogging email or Slack - Feeling “watched” or micromanaged - When the system flags “bad behavior” but doesn’t explain what to do about it
For Managers
- At-a-glance performance grids: You can spot laggards early.
- Coaching prompts: The system suggests who needs help and why.
- Customizable reporting: Drill down by team, region, or KPI.
But… - If you don’t tailor the KPIs to your actual sales process, you’ll end up chasing activity for activity’s sake. - Automated coaching is only as good as the data feeding it. If reps are “gaming” the CRM, so is Centrical.
For Enablement & Ops
- Content management is straightforward: Upload, assign, and track microlearning modules.
- Integration headaches are minimal—if your CRM is clean. If not, expect some initial pain.
ROI: What’s Real, What’s Not
Let’s be honest: any GTM tool can show you a graph with an upward slope. Here’s what Centrical can (and can’t) do for your bottom line, based on what actual teams report.
Where Centrical Delivers
- Boosts early engagement: New hires ramp up faster thanks to clear goals and bite-sized training.
- Identifies stuck deals and struggling reps: The dashboards highlight where coaching is actually needed.
- Improves activity metrics: If you care about dials, emails, or touchpoints, you’ll see more of them—at least for the first few months.
Where the ROI Gets Murky
- Closed-won rates rarely change overnight. Activity goes up, but real pipeline movement depends on your deal quality and process, not just more calls.
- Long-term engagement varies: Some teams see a “novelty spike” in usage, then drop-off unless managers actively reinforce the system.
- Gamification fatigue is real: After the initial excitement, reps may tune out the points and badges—especially if rewards are minor or feel arbitrary.
What to Ignore
- Overhyped AI features: The “AI-driven” coaching is really just rule-based nudges. Don’t expect it to replace a good frontline manager.
- “Best-in-class” benchmarks: Your team’s behavior is unique—don’t obsess over hitting generic targets Centrical suggests.
Real-World Tips for Making Centrical Work
- Keep KPI tracking simple. Don’t gamify everything. Pick 2-3 metrics that actually move the needle for your team.
- Use microlearning for real gaps, not checkbox training. Short, targeted modules work best when they tie to what reps are struggling with right now.
- Set up real rewards. If you offer incentives, make sure they’re things reps actually want—not just “bragging rights.”
- Pair dashboards with real coaching. Automated nudges are fine, but nothing beats a manager who actually pays attention.
- Check in on adoption after 90 days. Usage will drop if you “set and forget.” Make adjustments, drop what’s not working, and keep it relevant.
The Bottom Line: Should You Buy Centrical?
Centrical is a solid GTM platform for B2B sales teams that want to make activity more visible, add some healthy competition, and drive onboarding. It works best for orgs with clear KPIs, a culture open to gamification, and the bandwidth to keep it fresh.
If your sales process is a mess, your CRM data is junk, or your team hates new tools, no software is going to fix that. But if you’re ready to try something new—and willing to put in the effort to set it up right—Centrical can help.
Final advice: Don’t overcomplicate it. Start small, focus on what actually matters to your sales team, and adjust as you go. GTM software is a tool, not a magic wand. Use it to support your people, not replace them.