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Enterprise B2B salesEnterprise B2B sales

Move the bottom of the bell curve, not the leaderboard.

Sales orgs know who's underperforming. They struggle to know why, and what action will improve it. A Sales Productivity Control Tower converts activity, lead, manager, and territory data into governed coaching and allocation decisions.

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Sample outcome Live pilot
Bottom-quartile lift
+0.7/day
Win-rate
+4.1 pp
Coaching plans
32
Vertical templates
  • Sales Productivity Tower
01Why this vertical fits

The decisions are causal,
not just correlative.

Behavior, lead quality, manager coaching, territory imbalance, and pipeline velocity interact in ways that resist single-metric leaderboards. The decision is causal.

Low conversion despite high activity
Low activity volume
Poor lead quality
Follow-up delay
Pipeline stagnation
Manager coaching gap
Territory imbalance
02Possible Control Towers

Each tower is a governed operating lens.

Tower 01

Sales Productivity Tower

Move underperforming reps toward best-quartile productivity through causal coaching, lead allocation, and territory decisions.

KPIs
  • Sales per rep per day
  • Lead-to-sale conversion
  • Activity-to-meeting conversion
  • Meeting-to-sale conversion
  • Pipeline velocity
  • Lead quality
  • Follow-up SLA
  • Revenue per rep
  • Win rate
Decisions
  • Reassign leads
  • Create coaching plan
  • Change territory allocation
  • Adjust incentive
  • Escalate manager intervention
  • Provide script improvement
  • Prioritize high-probability leads
Causal
  • Are low-performing reps getting poor-quality leads?
  • Does call volume improve sales, or does call quality matter more?
  • Are managers affecting rep productivity?
  • Is territory quality causing performance gaps?
  • Which behaviors distinguish 2-sales-per-day reps?
03Ontology slice

The business thinks in entities,
not tables.

Every Control Tower runs over a named slice of the enterprise ontology. Approved. Versioned. Owner-assigned.

Entities · Vertical default
Sales RepLeadAccountActivityCallMeetingPipelineOpportunityManagerTerritoryProductConversionRevenueOutcome
04In one sentence

“Move beyond leaderboard dashboards. A Sales Productivity Tower explains why some reps perform better, identifies controllable drivers, recommends coaching or lead allocation changes, tracks execution, and measures whether performance improved.”

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