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Welcome to Hive Perform Lab, a recurring window into how our CPO and product team use real-world data to shape how Hive Perform works. Each post unpacks a live experiment, why we ran it, and what we’re learning as we build the Sales Operating System from the ground up.
Sales teams don’t lack data.
They lack a system to turn data into action.
In this experiment, we ran an internal analysis using data from one of our active customers, a fast-scaling team with a technical sales motion.
Our goal?
Understand which rep behaviors correlate with deal movement and whether we could extract those behaviors into teamwide guidance.
We weren’t waiting for feedback. We ran the experiment proactively to support the customer better and if the results proved valuable, move the insight into the full product.
We ran the test.
We found the signal.
And we turned it into execution fuel.
DETECT: What’s the action that drives progress?
Hive’s Perform Intelligence scanned a complete set of sales transcripts from the customer’s pipeline. Every rep action was mapped to deal outcomes.
One step stood out:
“Qualified GA”, a technical qualification tied to confirming Google Analytics (GA4) implementation, appeared in 39.1% more progressing deals vs. those that stalled.
That’s the kind of behavior most teams miss but one that clearly drives pipeline momentum.
DECODE: What does ‘good’ execution look like?
Finding the action is just step one. Next, we asked:
How do top-performing reps execute it?
Using generative AI, we analyzed dozens of examples of “Qualified GA” across real conversations and ranked those linked to successful outcomes.
Top reps:
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Raised the GA4 question early in discovery
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Kept the language direct and technical, but buyer-friendly
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Framed it around fit and readiness, not pitching
A standout moment came from a rep who simply asked:
“In terms of GA4, do you guys have that up and running and plugged in?”
Clean. Contextual. No friction.
DEPLOY: Turn insight into scalable guidance
Once the behavior was decoded, we moved fast to make it usable across the team.
Hive Perform turned the insight into:
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A shareable, replayable coaching moment
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A tagged best practice, themed by “early technical depth”
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An action metric inside the platform to track rep adoption
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Context leaders could use in prep, feedback, and async nudges
This is why we build the way we do.
So great execution becomes a team asset, not just a one-off.
Why this matters
Because most teams don’t know what’s working.
Before AI, surfacing this kind of insight meant:
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Endless call reviews
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Manager memory and bias
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No way to scale the learning
Hive Perform makes it possible to:
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Detect the rep actions that truly matter
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Decode what “good” looks like based on real conversations
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Deploy that insight, while the deal is still in motion
That’s the real promise of a Sales Operating System.
Not just better visibility. But better execution, at scale.
What’s next in the Hive Perform lab
We’ll be publishing new experiments every month from our product trenches to your revenue reality.
If you want us to run a best-practice scan across your team’s critical actions, let us know. We’ll show you what’s already working and how to put it to work for everyone.
