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Sales Manager

Manage rep performance and development plans

Enhances✓ Available Now

What You Do Today

Track each rep against quota, activity metrics, and skill development goals. Identify who's ramping well, who's plateauing, and who needs a performance improvement plan.

AI That Applies

Performance analytics — AI benchmarks each rep against peers and identifies the specific behaviors that separate top performers from average ones.

Technologies

GongPeople.aiSalesforceLattice

How It Works

The system tracks learner progress, competency assessments, and engagement patterns across the learning environment. The processing layer applies the appropriate analytical models to the structured data, generating scored outputs that surface the most actionable insights. The output is a recommended plan or schedule that accounts for the identified constraints and optimization criteria.

What Changes

You develop from data: 'Rep A makes 30% fewer calls but closes at 2x the rate — they should focus on deal quality, not activity volume.'

What Stays

Having the hard conversations, putting people on PIPs when needed, and making the call to promote versus manage out.

What To Do Next

This section won't tell you what your numbers should be. It will show you how to find them yourself. Every instruction below produces a real, verifiable result in your organization. No benchmarks, no projections — just the steps to build your own evidence.

1

Establish Your Baseline

Know where you are before you move

Before adopting AI tools for manage rep performance and development plans, understand your current state.

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Map your current process: Document how manage rep performance and development plans works today — who does what, how long it takes, where the bottlenecks are. You need this baseline to measure improvement.
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Identify the judgment points: Having the hard conversations, putting people on PIPs when needed, and making the call to promote versus manage out. These are the boundaries AI won't cross.
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Assess your data readiness: AI tools for this area need data to work. Check whether your organization has the historical data, integrations, and data quality to support Gong tools.

Without a baseline, you can't measure whether AI actually improved anything. You'll adopt tools without knowing if they're working.

2

Define Your Measures

What to track and how to calculate it

Time per cycle

How to calculate

Measure how long manage rep performance and development plans takes end-to-end today, then after AI adoption.

Why it matters

The most visible improvement is speed. If AI doesn't save time, question whether it's adding value.

Quality of output

How to calculate

Track error rates, rework frequency, or stakeholder satisfaction scores before and after.

Why it matters

Speed without quality is just faster mistakes. Measure both.

When to check: Check after 30 days of consistent use, then quarterly.
The commitment: Give new tools at least 30 days before judging. The first week is always awkward.
What NOT to measure: Don't measure AI adoption rate as a KPI. Adoption follows value — if the tool helps, people use it.
3

Start These Conversations

Who to talk to and what to ask

your VP Sales or CRO

“What's our current capability gap in manage rep performance and development plans — and is it a people problem, a tools problem, or a process problem?”

They're evaluating AI tools that will change your workflow

your sales ops or RevOps lead

“How would we know if AI actually improved manage rep performance and development plans — what would we measure before and after?”

They manage the CRM and data infrastructure your AI tools depend on

a sales enablement manager

“Which training programs have the highest completion rates, and which have the lowest — what's different?”

They're building the training and playbooks around new tools

4

Check Your Prerequisites

Confirm readiness before you invest

Check items as you confirm them.

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