Hive Perform

Most revenue leaders spend more on hiring than on keeping. The cost of replacing a rep dwarfs the cost of coaching one. Mike Day's hot take: the gap between hiring, firing, and actually developing people is one of the biggest blind spots for first-time CEOs and CROs in 2026. You hired talent to win. If you're not giving them the tools to do that, you're running an expensive experiment.

What is the biggest gap in sales training? Reps are still taught to talk about their product instead of diagnosing the customer's problem. Sam Latter explains: deals are won through sharp discovery, commercial insight, and making the buyer feel understood. Buyers have never had more control. They've already researched your product and your competitors before the first call. The best sellers know this. They talk less, ask better questions, and slow down discovery to earn the right to propose.

How do you know revenue performance is improving before the quarter’s over? Are you winning better deals? Are you closing them faster? And are you getting better at winning competitive conversations? According to Mike Day, these are the benchmarks you should be looking at.

Want to know if revenue is trending up? Look at deal cycle length. Short cycles mean urgency, fit, and clear value. Long cycles mean friction. Gemma Jones's hot take is that the simplest leading indicator is the one most teams ignore.

Stop asking AI for sales coaching.... ...unless it knows your business. Hive Perform already knows your messaging, your methodology, and your deal history. So instead of generic coaching, you get specific, evidence-backed feedback. Automatically, after every call. Use our free trial to get sales feedback that's actually specific to your business👇 https://lnkd.in/eV2jEhrj

We asked AI to diagnose coaching gaps across multiple sales teams at once. But we didn’t ask just any AI, we used Hive Perform which has full context across your deals, your calls, your methodology, and your team. We used it to surface aggregated coaching patterns across multiple teams and ask: what's the single biggest coaching opportunity? And the same gap showed up frequently. Reps build strong relationships with one champion in which their discovery is solid and the champion is engaged. Then the deal goes quiet or the prospect comes back and says they've chosen someone else. Why does this happen? Someone was involved in the final decision who was never identified, never spoken to, and never given a reason to care. The rep was selling to one person, despite the buying committee having four. Across every team, at every stage, incomplete stakeholder mapping was the most consistent deal risk in the data. The fix is one question most reps skip in discovery: "Who else will be involved in making this decision, and what will they need to feel confident saying yes?" We used insights like this to build our Initiatives Library: Pre-built coaching programs covering the most common areas sales teams slip: stakeholder mapping, discovery, objection handling, MEDDICC qualification, competitive positioning, and more. Each one works by defining the behaviour you want to improve, then evaluating every qualifying call against that standard. Reps get feedback after each call, and you see performance trend over time. If any of this sounds familiar, take a look using this link. 👇 https://lnkd.in/dYpsNFCC

Growth at all costs is over. Buyer behaviour has changed, and this is the new reality for revenue leaders. As Graham Barber explains: "Every penny spent is under great scrutiny." You can't cut your way to efficiency. You have to invest your way to it. Technology helps, but only if it makes your people more capable, more confident, and more effective in real deals. The landscape has changed, but strategically investing in people hasn’t.

Pipeline per rep is one of the clearest signals of revenue momentum. When it grows, it’s not about individual heroics. It shows the whole team is improving. Better conversations, tighter execution, stronger conversion. As James Donaldson puts it, that compound effect is what drives sustainable growth. Not headcount.

🔥 This sprint we released something new: a Calls page inside Hive Perform Now when you finish a call, you can get relevant feedback faster than ever. View your most recent conversations, your messaging adherence score, and how you scored against any active coaching initiative. Filter by rep, deal, or time period to find exactly what you need. Leaders get a clear view of call activity across the team. Reps get faster access to the feedback that helps them improve. We also shipped a faster, sharper Deal Chat this sprint. Responses are now significantly quicker and more concise, so reps get straight to the insight without waiting. Check the full release notes for this sprint here to see what else we've been working on: https://lnkd.in/eZkKbncu

Sam Latter relies on two signals. High-quality ICP pipeline that progresses. And the qualitative signals that come out of blunt, honest conversations across GTM teams. That’s how problems surface early and get fixed faster.