AI-SURFACED · UPDATED 12 MINUTES AGO
The skills your team can't quite hold.
Patterns across 176 sessions in the last 30 days. Only signals with 95% confidence shown.
PATTERN · CONFIDENCE 97%
62% of reps struggle handling pricing objections.
Most fail to anchor value before quoting. Average pricing-discipline score dropped 8 points after the Q2 list update.
PATTERN · CONFIDENCE 93%
Discovery depth drops in enterprise scenarios.
Reps who score 80+ on SMB scenarios drop to 64 avg on enterprise. The skill is shape-specific, not flat.
PATTERN · CONFIDENCE 91%
Competitor objection handling is the team's weakest skill.
Avg 54. Most reps default to feature-vs-feature instead of reframing. The Outreach displacement scenario passes only 38%.
Skill scorecard — team
Avg score per skill · vs target
BELOW TARGET −10+BELOW TARGETAT OR ABOVETARGET
Top failed objection categories
% of attempts that fall
Pricing — discount pressure
68%
Competitor — Outreach
62%
Procurement — security review
54%
Timing — "next quarter"
48%
Champion — "send me materials"
41%
Authority — "I need my CFO"
36%
CLUSTERS
Coaching opportunities surfaced by AI
RANKED BY COACHING ROI
PRICING+9 pts EXPECTED
Pricing-anchor coaching
Group session on value anchors before commercials. Highest expected score lift this month.
14 REPS
DISCOVERY+6 pts EXPECTED
Discovery depth — enterprise
Run the enterprise discovery cert with shadowed live calls.
9 REPS
COMPETITIVE+5 pts EXPECTED
Competitor reframe drill
2-week competitor displacement track. Pair top performers with at-risk.
11 REPS