.png?width=24&height=25&name=Network%201%20(1).png){kind=small}
.png?width=40&height=40&name=Add%20a%20heading%20(1).png){kind=small}
-1.png?width=40&height=40&name=Add%20a%20heading%20(1)-1.png){kind=small}
At the National Sales Conference last week, sales and GTM leaders sat down at roundtables to talk through what’s working and what isn’t.
No main stage. No vendor decks. Just honest discussion about the realities of leading teams in 2025.
Here are five clear lessons that emerged and Hive Perform’s take on what they signal for the future of sales execution.
1. AI isn’t the debate. Trust is.
Leaders aren’t asking whether they should use AI. They’re asking:
-
Who controls the data?
-
Can I trace how it got that answer?
-
Does it help my reps decide what to do next?
The novelty has worn off. Utility is the new standard.
Lesson: AI tools are under pressure to prove they can drive action, not just insights and to do it without creating new risks around data and privacy.
2. Culture doesn’t reach remote reps unless you give them something to own.
One team shared that they assign new reps a patch or project before their start date. Not to add pressure but to give them context and a stake in the business.
Others noted that culture-building efforts fall flat when reps feel like they’re watching from the sidelines.
Lesson: Connection comes from contribution. Ownership builds momentum faster than onboarding checklists.
3. Strategy rollouts often fail because no one paused to listen.
When sales leaders roll out new processes, messaging, or org structures, resistance is common. But often, it’s not because the change is wrong, it’s because people didn’t understand why it was needed in the first place.
One table emphasized the importance of listening sessions before change comms. Another highlighted the value of finding internal advocates before rollout.
Lesson: If your team doesn’t see themselves in the strategy, they won’t execute it. Listening is not a nice-to-have, it’s a success condition.
4. Great leadership starts with knowing what you don’t know.
Mentorship came up across multiple tables. Not just formal programs but real relationships with people who challenge your blind spots.
One leader shared that their biggest growth came from mentoring someone in a totally different function and being mentored by someone outside their industry.
Lesson: Teams respond to leaders who ask for input, admit gaps, and stay coachable themselves.
5. Customer success can’t be templated.
With longer sales cycles and more complex onboarding, teams shared how difficult it is to track success in a way that feels meaningful to both sides.
The most effective approach? Ask the customer directly:
“What does success look like to you in this partnership?”
That question shifted the conversation from check-ins to collaboration.
Lesson: Every account deserves a co-written success plan. It can’t just be NPS and quarterly business reviews.
Hive Perform’s POV: Sales strategy still dies in execution
These conversations weren’t about theory, they were about breakdowns that happen every day:
-
New reps getting lost after onboarding
-
AI insights not leading to action
-
Change initiatives ignored
-
Managers burned out
-
Customer value never clearly defined
Hive Perform connects your GTM strategy to rep execution, deal by deal, update by update. We surface what’s working, flag what’s not, and bring your sales motion into the tools your team already uses. No new dashboards. No added admin.
