Guide · For sales leaders · Three-pager
Did it work?
How to see who’s best at what, give the rest of the team the same move this week, and check whether the number moved.
01
See who’s best at what
Pick a moment that decides deals, like the first call. Compare reps on the same kind of deals. On the sample team, Andie Benjamin wins 58% of first calls where she tells one customer story; the team wins 27% (sample data).
02
Name the move
Read the calls behind her wins. Her move: one customer like the buyer, the moment it broke, one number, then “Does any of that sound like you?”
03
You approve it, or your enablement lead does
Nothing reaches a rep until someone on your team signs off. Then each rep gets the move 30 minutes before the matching call.
04
See if it worked
It’s tested with part of the team first. Compare those reps with the rest, on the same kind of deals. If the number doesn’t move, you’ll hear that too.
