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We’re building a new way to close the loop between pitch problems and what reps do next with Initiatives.
Sales leaders know the pattern:
You review a few calls and realize something’s not landing. The pitch is getting skipped. The narrative’s off. The rep isn’t doing what you trained them to do.
So you try to fix it.
Option one: you give feedback and hope it sticks.
Option two: you run a teamwide session and hope the timing’s right.
But neither option guarantees a change in the field. And they’re rarely personalized to the rep who needs it most.
That’s the gap we’re tackling in this Hive Perform Lab.
The job:
“I want to fix what’s not landing in the pitch in a way that sticks.”
We saw this firsthand with one of our pilot customers.
Their reps were consistently skipping the “decision process” step during demos, a critical behavior linked to deal progression. Enablement had covered it. Managers had flagged it. But it still wasn’t showing up.
That’s where Initiatives come in.
What we’re testing
Initiatives are lightweight, targeted coaching programs that help individual reps improve execution inside their flow of work.
The process looks like this:
1. Detect the gap
Hive Perform identifies a weak point in rep behavior, like skipping the decision process in Stage 3 demos.
2. Launch the initiative
The system suggests a fix. Leaders review and click one button: “Activate Initiative.” The campaign is now live.
3. Target the reps who need it
Hive Perform assigns the initiative to reps struggling with that exact behavior, not the whole team.
4. Run for 30 days
Over the next month, reps receive:
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Pre-call nudges
“Today’s demo is in Stage 3. Don’t forget to confirm the decision process, here’s how top reps do it.” -
Post-call feedback
“Great job, you nailed decision process in this call.” -
AI roleplay support
Optional simulations help reps sharpen the skill before their next live call.
5. Track the change
At the end, leaders see a clear progress report:
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Action completion rate (e.g. +20%)
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Deal progression lift (e.g. more Stage 3 demos moving to proposal)
No lag. No guessing. Just performance improvement that’s specific, timely, and measurable.
Why this matters now
In a world where buyer expectations are rising and sales cycles are getting tighter, most teams don’t need more training.
They need a way to fix problems when they appear and prove that it worked.
Initiatives make that possible:
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Reps don’t just get told what to fix, they get guided on how to do it better
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Managers don’t just coach reactively, they deploy targeted programs
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Leaders don’t just hope for improvement, they track it
This is what sales enablement looks like when it’s built for execution.
What this could unlock
If Initiatives continue to perform well, we’ll expand the framework to support:
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A full library of proven playbooks (e.g. objection handling, value framing, deck usage)
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Dynamic initiative triggers based on real-time call data
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Strategic-level initiatives tied to product launches and messaging shifts
Ultimately, we’re building a performance layer that adapts to what each rep needs and delivers improvement where it counts: in the deal.
Join the Lab
We’re currently piloting Initiatives with sales teams who want to shorten the feedback loop between insight and improvement. If you want to turn rep gaps into action plans and action plans into results, we’d love to show you how.
