Hive Perform

We've been quiet, but we haven't been still. Something cool is coming. Stay tuned 👀

Are you truly utilising AI in sales enablement, or are you just doing the same things faster? That was the central question Laura Keith tackled in her webinar on Wednesday, on what it actually means to move from data-rich, action-poor to diagnostic, individualised coaching Her core argument was one that I think a lot of enablement teams need to hear: most of what we're calling "AI-powered" right now is really just bolting AI onto existing processes. Faster content and automated summaries. But as she put it, "We sped up the process of delivering the same stuff to the same group of people with the same outcomes." What she walked through instead was a fundamentally different approach, built around three layers: 1. DATA (the what) Most teams already have plenty of this. Pipeline coverage, win rates, call transcripts, CRM. The data isn't the problem. 2. DIAGNOSIS (the why) This is where most teams fall short. It requires going beyond team-level metrics and understanding each rep's individual gaps. One might have a messaging problem, another a discovery issue, another a process gap. It's never one fix for the whole team. 3. INTERVENTION (the how) Once the diagnosis is specific, the right action becomes obvious. One focus area per month, track progress, then move on to the next challenge. Tying it all together is what Laura called the context layer, training your AI on what "good" looks like for your specific business. Your pitch, your pricing, your competitive landscape, your methodology. Without this, you're just getting generic output. With it, you get something that actually understands your world. Her litmus test for whether you're truly AI-native or just AI-washed: if you removed the AI, would your reps just work slightly slower? That's a bolt-on. If the entire diagnostic and coaching loop disappears, that's AI-native. One case study she shared backed this up: MQLs per rep up 47%, SQL-to-close jumping from 60% to over 80%, and revenue per rep doubling within six months. Thank you to everyone who joined the webinar, and thanks again to The Enablement Squad for hosting!

This Wednesday, our CEO Laura Keith is joining The Enablement Squad to break down why most teams have the data but still can't coach from it. She'll walk through the 'What, Why, How' framework we use with customers to diagnose rep-level performance (messaging gaps, skills gaps, process breakdowns) and turn that into coaching in the flow of work. 📅 Wednesday 29 April, 2pm GMT 📍 Zoom Spots are still open! Register here 👉 https://lnkd.in/eq5DuQMn

Our CEO Laura Keith is joining The Enablement Squad next Wednesday for their April EMEA webinar. The topic: using AI to identify enablement opportunities - and specifically, how to close the gap between "we have the data" and "we know what to do about it." Most sales teams are drowning in dashboards but still can't answer the question that actually matters: why is this rep missing quota, and what do I do about it on Monday morning? Laura will walk through the What → Why → How framework we use with customers to diagnose performance at the individual rep level - messaging gaps, skills gaps, process breakdowns - and turn that into coaching in the flow of work, not another deck nobody opens. She'll also get into the difference between AI-washed and AI-native enablement, and why that distinction is the one that shows up in revenue. 📅 Wednesday 29 April, 2pm GMT 📍 Zoom Register here 👉 https://lnkd.in/eDahDuyU

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