Your Reps Are Jumping to AI Instead of Thinking

Reps are jumping to AI before they critically think about their deals. I'm seeing a lot of it at the moment — and it's costing deals. Click here to find out more about organising a 90-minute sales preparation masterclass for your team.

If you look at the performance of reps across your team, you'll see a massive difference in the numbers they deliver. What's even more interesting is if you look at their preparation, you'll see a huge gulf in the way your top performers perform versus everybody else.

What's really key is building in a moment where people will:

• Consider the coaching
• Consider the mentoring
• Lean on their training
• Consider your playbook

Before they enter that important conversation. Before they go into those big meetings.

Stop Asking About the Deal

If you have a rep and you think they could be doing a little bit better, instead of asking them about the deal, ask them about the preparation that they did for the deal and what that looked like.

What you'll probably find is that preparation was more procrastination.

And that is something that can be fixed.

Don't Let Them Jump Straight to AI

The key thing we want is not to get people jumping to AI straight away.

We want people to critically think:

• "What's missing in my deal?"
• "Who have I not been speaking to?"
• "How is this deal different to what our best customers are doing?"
• "What do I need to do to correct it to get it back on track?"

That is what makes the big, big difference.

The Reality

When you're thinking about this and you're looking at a rep and you're thinking they could definitely do more, they could definitely do better — the reality is they could probably do better preparation. They've probably skipped the process. And they are probably procrastinating.

Think about that. Ask those questions. Try to piece together what your top reps are doing to prepare versus everybody else.

The good news? This can be changed very quickly. Sometimes all that's needed is a masterclass that gives your team a preparation framework.

Click here to find out more about organising a 90-minute sales preparation masterclass for your team.