Illustrative use case: a proposed engagement scenario, not a published client result.
The situation
A sales team has plenty of activity data, but its managers struggle to connect that activity to opportunity progression. Coaching varies by manager, and sellers do not have a shared view of what to improve.
What we would design
Create a coaching card that brings together role-relevant activity, opportunity movement and a manager’s qualitative observations. Review the card with the seller, agree one or two actions and revisit them in the next conversation.
How the work could unfold
- Agree which activities are meaningful for each role and sales motion.
- Combine activity with opportunity context; avoid ranking people on volume alone.
- Build a manager-and-seller review card with space for explanations and agreed actions.
- Pilot with a small team, gather feedback and revise the measures.
Responsible implementation
Seller data needs clear access boundaries, transparent purposes and proportionate use. The card is a coaching aid, not an automated employment decision.