R&D Labs #07: Initiatives - turn every call into measurable progress

Is your team getting the feedback they need, when they need it?

Most sales teams have coaching frameworks in place, but timing and focus make all the difference. When feedback comes too late or feels too broad, progress slows. What drives results is a clear, data-driven view of how each rep can improve in the flow of work.

In our latest edition of Hive R&D Labs, CPO Max van Steen walks through Coaching Initiatives, our new feature designed to help reps take control of their own growth and consistently hit targets.

Turning self-improvement into a measurable system

A rep can now define a focused skill goal, for example, “Deliver higher-impact demos”, and let Hive track and coach toward it in real time.

Each initiative includes clear success criteria: identifying key pain points, positioning the solution effectively, and confirming fit with the buyer. Hive then automatically analyses every call through those lenses and provides targeted coaching after each one.

Reps don’t just get a score. They get context: what worked, where discovery could go deeper, and how specific phrasing impacted the buyer’s response.

From data to daily improvement

The impact compounds when coaching becomes continuous.

• Targeted feedback: After every call, reps receive coaching emails with concrete suggestions and phrasing tied to their product messaging.

• Skill dashboards: Track improvement over time across each focus area.

• AI support in the flow of work: Reps can role-play tough objections or craft personalised follow-ups based on the pain points identified, right inside Hive.

Instead of waiting for quarterly reviews, reps now have a clear, measurable path to improve every day.

Why this matters for sales leaders

Predictable revenue starts with predictable performance. Initiatives give leaders a scalable framework for coaching that’s driven by data, not opinions. Teams can identify which skills most impact conversion rates and replicate what top performers do differently.

When improvement becomes systematic, every rep can close the gap faster, and every quarter becomes more predictable.

Takeaway

You can’t manage what you don’t measure. Initiatives make personal growth visible, coachable, and tied directly to results.

See how it works in the latest R&D Labs demo with Max van Steen.

If you want to test out initiatives for yourself, book a free trial here.