You Might Be Firing Your Best Sales Rep

Can you evaluate sales rep performance on quota alone? I don't think you can. I've seen pitch slappers hit their number because the territory did the selling. I've seen great reps miss it because the market turned. One gets promoted, the other goes on a plan. In this video I show you how to judge your reps on the one thing they fully control: how they run their calls. You'll get PIMEN, the 5-criteria discovery call scorecard I use to measure sales call quality, a way to score every call with AI instead of trusting your call recorder's feedback, and a simple table that tells you if bad results are a people problem or a process problem. Need help improving the quality of your team's calls or implementing PIMEN? That's what I do as a fractional sales enablement manager. Book a call 👉 https://www.sellcrafter.com/contact/ My AI call scoring prompt (copy and paste) 👉 https://sellcrafter.com/blog/ai-sales... ⏰ Timestamps ======================== 0:00 Can you judge a rep by their quota? 1:05 What quota really depends on 1:20 How to measure the quality of sales calls 1:43 PIMEN: the discovery call scorecard 2:51 Why your call recorder's AI feedback is useless 3:27 Make AI score your calls on PIMEN 4:17 People problem or process problem? 4:56 Before you coach the team or fire someone 🐙 About me Hi, I'm Carla! I build sales enablement systems for B2B SaaS companies: playbooks, onboarding programs, coaching frameworks. On this channel I share everything you need to run sales: how to build a playbook your team actually uses, how to coach reps, how to build a sales library, and what tools to use. 📲 Connect with me Website: https://www.sellcrafter.com LinkedIn:   / carla-macciocu