My team · 6 repsHigh confidence onlyMentions budgetLast 14 days
Reps with a moment
5 / 6
Devon's calls all clean this week
Avg call coverage
94%
37 of 39 scheduled calls captured
Behaviors trending up
Timeline asked
+18 pts over 4 weeks
Behaviors trending down
Next-step commit
-7 pts · sprint focus
Suggested to coach 5
PK
Priya Kaur· AE · 6mo tenure
Budget question went unfollowed
Cogent Health · disco · Tue Apr 20 · 00:21:08
Rubric: Confirmed budget owner · unmet. When the customer hesitated on budget, Priya pivoted to scoping the proposal instead of asking what would unlock it.
MR
Mateo Reyes· Sr AE · 3yr tenure
Skipped recap of last conversation
Holler — renewal · Mon Apr 19 · 00:00:08
Rubric: Recap of prior call · unmet. Mateo jumped straight to pricing without anchoring on what was agreed last call.
JH
Janelle Harper· AE · 1yr tenure
Soft close — no commitment captured
Beacon Software · demo · Mon Apr 19 · 00:39:14
Rubric: Next step committed · review needed. Closed with "I'll send something over this week" instead of a specific time/owner.
Rubric: Listened actively · unmet. Two interruptions during the customer's pain narration — opportunity to let them name the problem.
RT
Ravi Tan· AE · 8mo tenure
Pricing presented before pain confirmed
Maple & Co · demo · Fri Apr 16 · 00:11:42
Rubric: Confirmed pain before pricing · unmet. Demo went to pricing slide on minute 11; pain only surfaced at 22:00.
In this week's 1:1s 2
DP
Devon Park· AE · 5yr tenure
Multi-thread invitation declined
Selfridge Group · check-in · Wed Apr 14 · 00:32:00
Rubric: Multi-threaded into account. Customer offered to introduce the Director of Ops; Devon politely deferred. Worth discussing whether this was a strategic choice or a missed beat.
MR
Mateo Reyes· Sr AE
Discount given without exchange
Trellis Co · negotiation · Mon Apr 12 · 00:42:18
Rubric: Asked for something in return · unmet. Dropped 12% with no commitment on multi-year, references, or signature timeline.
Resolved 3
PK
Priya Kaur· AE
Discovery cut short by demo request
Cogent Health · disco call 1 · Mon Apr 6
Discussed in 1:1 on Apr 11. Priya tried slowing customer down on call 2; partial success — added discovery questions to her pre-call routine.
JH
Janelle Harper· AE
Apologized for own pricing twice
Beacon · pricing · Apr 4
Worked through with confidence-building exercise. Followed up two later calls — no apologies on price.
EC
Elena Cardoso· AE
Didn't confirm decision criteria
Northstar · disco · Mar 28
Reviewed framework together. Elena now opens with "what would make this an obvious yes for you" — landed twice since.