What dimensions of performance are tracked?

Four dimensions: Activity (volume, consistency), Skills (discovery, objection handling, closing), Efficiency (conversion rates, cycle time), and Outcomes (quota, revenue, win rate).

How are top performer patterns identified?

ML analysis compares behaviors across the team. Top performers might have higher question ratios, more multi-threading, or better objection responses. These patterns become coaching targets.

What coaching recommendations are generated?

Specific, actionable: 'Alex's discovery calls have low pain qualification—review top performer examples' or 'Taylor's activity is strong but win rate is low—focus on qualification criteria.'

Can I track improvement over time?

Yes. Skill scores trend monthly. See if coaching interventions are actually improving targeted areas.

How is this different from a leaderboard?

Leaderboards show outcomes. This shows the skills and behaviors that drive outcomes—actionable for improvement.

Can reps see their own data?

Configurable. Many teams share performance insights with reps to enable self-coaching. Others keep it manager-only.

New reps are compared to 'new rep benchmarks' and tracked against ramp expectations rather than seasoned rep standards.

Does this integrate with 1:1 prep?

Yes. Generates coaching agenda items for manager-rep 1:1s based on current performance gaps.

Can I create custom skill assessments?

Yes. Define what 'good discovery' or 'effective closing' means for your team. The system scores against your criteria.

How do you ensure fair comparison?

Compare reps within segments—territory, product line, tenure. Apples-to-apples benchmarking.

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Rep Performance Intelligence

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Created by

ElasticFlow Team

Verified Creator

Last update

Last updated 2 weeks ago

Featured Workflow

Setup time

25 minutes

SalesSales Coaching

What You Get

Identify what top performers do differently

Personalized coaching recommendations per rep

Track skill development over time

Integrations Used

Salesforce

CRM

Gong

Conversation Intelligence

Outreach

Sales Engagement

SalesSales CoachingEvaluate rep performance

Rep Performance Intelligence

Track rep performance across activity, skills, and outcomes. Identify coaching opportunities and replicate top performer patterns.

The Problem

What you're dealing with

Performance variance is unexplained
Coaching is one-size-fits-all
Top performer behaviors aren't documented
Skill gaps aren't visible

The Solution

How we fix it

Multi-dimensional performance analysis
Top performer pattern identification
Personalized skill gap analysis
Data-driven coaching plans