CRM tells you what happened. How are you figuring out why?
Want to know how sales ops teams handle this when most of the selling happens face to face. The CRM can tell you the appointment happened. It can tell you whether the deal closed and show close rate by rep. But there is still a pretty big gap between those numbers and what happened during the actual conversation. Did the rep ask the right discovery questions? Did they handle the objection well? Did they explain the offer the right way? Did they actually ask for the sale? You can see that one rep closes at 35% and another at 20% but figuring out why usually means a manager has to be there in person. Teams that are doing home visits or property tours that seems hard to scale. Ride alongs only cover a small sample and managers can spend hours driving around just to observe a few conversations at best. I have been appointed as the individual to come up with a solution to this situation and I am looking into some AI tools that record and analyze in person sales conversations as a possible way to fill that gap. Seems promising but rep adoption is the part I want to know more about.