How to Track Sales Progress Across a Larger Team

Sales leaders struggle to track the progress and performance of individual reps as teams grow. Deal reviews become ineffective, with managers lacking detailed context to help reps advance opportunities. This results in missed forecasts, lost revenue, and surprises at quarter-end.

GTM Bloat causes these issues - the buildup of inefficient processes and lack of visibility as teams expand. Sporadic data and inconsistent practices create blind spots that slow GTM Velocity. Managers react to deal surprises rather than proactively coaching their teams.

Scaling sales teams operate inefficiently without clear insight into deal progression and rep performance. Forecasts become guesses, and revenue growth becomes harder to sustain. Sales leaders need a way to cut through GTM Bloat and regain control.

How AI-Powered Deal Coaching Solves Difficulty Tracking Sales Progress

Copy.ai's Deal Coaching package provides two key workflows that enable sales leaders to effectively monitor rep performance and deal progression at scale:

• AI Forecasting: Predicts the likelihood and timing of a deal closing based on sales pipeline data
• AI Deal Gaps: Identifies potential obstacles in the deal based on sales call transcript analysis

These workflows enable:

• Detailed, AI-driven visibility into individual rep performance
• Proactive identification of deal risks before they become blockers
• Data-driven forecasting to improve accuracy and reduce uncertainty

1. AI Forecasting (Deal Coaching Package)

The AI Forecasting workflow predicts the likelihood and timing of an opportunity closing based on historic sales pipeline data. It provides an unbiased view into each rep's deal performance to identify coaching opportunities.

Inputs Needed:

• Sales pipeline data (opportunities, close dates, amounts, stages)

What the Workflow Does:

• Step 1: Analyzes each rep's historic pipeline data to identify patterns in deal progression
• Step 2: Predicts the forecasted amount and timing of each rep's pipeline based on historical performance
• Step 3: Calculates the percentage likelihood that each deal will close based on sales stage history
• Step 4: Compares the AI-generated forecast to the rep's current pipeline in CRM

The AI Forecasting workflow acts as an early warning system for deals and reps that are veering off track. Sales managers can prioritize their deal reviews and coaching to focus on the reps that need the most help.

This outside-in view provides a data-driven foundation for performance improvement. Managers can easily see which reps consistently have gaps between their forecasted and actual pipelines, and drill down to uncover the root causes. They can then provide targeted coaching to address specific deal challenges and skill gaps.

2. AI Deal Gaps (Deal Coaching Package)

The AI Deal Gaps workflow proactively uncovers potential issues in an opportunity that could slow down or block the deal from closing. It coaches reps on the specific actions they need to take to address these gaps and keep the deal on track.

Inputs Needed:

• Sales call transcripts related to an opportunity

What the Workflow Does:

• Step 1: Analyzes sales call transcripts to identify mentions of key deal gaps
• Step 2: Surfaces potential gaps in the deal, such as:
  • Long procurement processes that have not been accounted for
  • Additional technical or financial stakeholders that need to be involved
  • Outstanding budget issues, concerns or approval steps
  • Unaddressed product gaps or competitive threats
• Step 3: Alerts the sales rep of the specific gaps that could impact the deal
• Step 4: Recommends clear actions the rep can take to proactively address each gap

AI Deal Gaps enables reps to take targeted actions to resolve concerns, align stakeholders, and maintain momentum. Managers can also see common gaps across the team to provide enablement and coaching.

This proactive deal risk identification is especially critical as teams scale. AI Deal Gaps acts as an always-on assistant to flag concerns before they become deal-breakers.

Putting Them Together for Effective Rep Performance Management

AI Forecasting and AI Deal Gaps give sales leaders an unprecedented level of visibility into rep and deal performance at scale:

• Identify which reps are most at risk of missing quota based on pipeline analysis
• Proactively uncover potential skill gaps and blindspots across the team
• Improve the accuracy of sales forecasting with data-driven predictions
• Coach reps with objective insights into their deals and actionable next steps

This proactive, AI-powered approach to performance management enables sales leaders to cut through the GTM Bloat that accumulates as teams scale.

They can quickly identify performance issues and deal risks to provide targeted coaching. Reps can focus their time on the opportunities most likely to close and take specific actions to remove buying obstacles.

Why Copilots Aren't Sufficient

Large language model-based copilots like ChatGPT can help sales reps with specific tasks, but they lack the ability to proactively surface performance insights across an entire sales organization.

Copilots rely on the user asking the right questions and manually feeding them relevant data. Copy.ai's workflows are constantly running in the background on sales pipeline data and call transcripts, proactively alerting managers to performance gaps without any manual effort required.

Copilots cannot easily integrate into a company's existing tech stack and processes. Copy.ai's workflows fit seamlessly into a sales team's existing CRM, conversation intelligence, and forecasting tools to enrich these systems with AI-powered insights.

Looking Ahead

The performance visibility unlocked by the AI Forecasting and AI Deal Gaps workflows enables sales leaders to make data-driven decisions to improve rep execution.

Some examples of how this visibility could be used include:

• Identifying top performers and analyzing their behaviors to create best practices
• Personalizing rep coaching and enablement based on their specific pipeline gaps and skill needs
• Adjusting territory assignments and quotas based on rep performance patterns
• Forecasting future headcount needs based on predictive pipeline analysis

Deal Coaching enables sales leaders to proactively manage rep performance at scale. Sales managers can cut through the noise and focus on what matters most - coaching their reps to success. This leads to more accurate forecasting, higher win rates, and more sustainable revenue growth.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

• The Ultimate Guide to Sales Pipeline Management: Learn best practices for managing your sales pipeline effectively to drive more revenue.
• How to Increase Your Sales Pipeline Velocity: Discover strategies to speed up your sales cycle and close more deals faster.
• 12 Sales Performance Metrics Every Sales Leader Should Track: Understand the key metrics you need to monitor to effectively manage rep performance.

By leveraging AI-powered insights to improve rep coaching and deal execution, sales leaders can build a more efficient, predictable revenue engine. To see how Copy.ai's Deal Coaching workflows can help you cut through the GTM bloat and drive sustainable growth, book a demo today.