Worked at a startup for 3 years as a GTM leader where a lot of my weekly workload was watching a sales reps call with the client in order to understand where deals were at and where the sales rep was missing the mark in terms of their discovery process with the client. This can be more than 2 hours PER REP per week. So I invoked the spirit of Rick Rubin to aid me. this is the result: https://meddpic.pro/ A program that uses the widely known MEDDPIC sales framework ( a framework that tells you how to properly qualify a lead and what questions to ask) and measures our reps performance against it from a call transcript. The secret sauce is an exhaustive example document that gives examples of great, good and bad performance for each metric in the MEDDPIC framework so that AI gives consistent and accurate ratings.

MEDDPIC Pro

Measure Every Call - Close Every Deal

Measure Every Call - Close Every Deal