Reps hear a problem and jump straight to solutioning. Coach them to diagnose root causes first.
Surface the real pain, not just the stated problem. This initiative coaches reps to go beyond initial responses and diagnose root causes, quantify impact, and connect symptoms to deeper business challenges. Hive grades each conversation on depth of pain exploration, use of follow-up questions, quantification of impact, and whether the rep connected individual pain to wider organisational consequences. Reps receive feedback on where they accepted surface answers too quickly and techniques for digging deeper without feeling intrusive. Designed for teams where reps hear a problem and immediately jump to solutioning instead of fully understanding the issue first.