📊 REP-BY-REP ANALYSIS • Top 3 AEs: 90%+ quota. Strength: discovery. Priority: negotiation. • Middle 4 AEs: 70% quota. Strength: activity. Priority: close rate. • Bottom 3 AEs: 50% quota. Strength: effort. Priority: qualification. 🎯 COACHING PLAYS • Skill-building: MEDDIC deep dive. Outcome: better qualification. • Deal review: Weekly pipeline review. Outcome: faster close. • Accountability: Daily activity goals. Outcome: higher activity. 🎭 ROLE-PLAY SCENARIOS 1. Discovery call: Objective: uncover pain. Criteria: 5 MEDDIC questions. 2. Objection handling: Objective: handle price. Criteria: ROI response. 3. Negotiation: Objective: hold price. Criteria: concession ladder. 4. Demo: Objective: show value. Criteria: clear value prop. 5. Close: Objective: secure next step. Criteria: clear CTA. 📅 30-DAY PLAN • Week 1: MEDDIC training. Metric: 10 reps certified. • Week 2: Deal review. Metric: 5 deals accelerated. • Week 3: Role-play. Metric: 3 reps improved. • Week 4: Review + adjust. Metric: 10% quota lift. ✅ SCORE Clarity: 9/10 | Effectiveness: 9/10 Action: Add a weekly coaching call with top performers.