Attuned motivator data runs inside 300+ companies, including
To see whether your feedback changes a rep’s behavior over time, write it down as one behavior you can count, note today’s number, and check the same number at the next 1:1.
Illustrative example
Attuned motivator data runs inside 300+ companies, including
Sales managers give a lot of feedback. Very little of it gets checked. Three things usually get in the way, and none of them needs new software to fix.
“You need to close more” is a result. A rep can’t practice a result, and you can’t see whether they tried.
It happens in a hallway, a deal review or a Slack thread, and by the next pipeline call nobody can quote it.
The next 1:1 is about this week’s deals, so last week’s feedback never comes up again.
Do all four for each piece of feedback you want to follow up on.
Turn every piece of feedback into something you could watch the rep do on their next call.
| What you’d usually say | The behavior to track |
|---|---|
| “Your discovery is weak.” | Ask two questions about the buyer’s timeline before showing the demo. |
| “You’re single-threaded.” | Add a second contact to every deal over a set size before stage 3. |
| “Your follow-up is slow.” | Send a recap with a proposed next step within 24 hours of each call. |
Most of these behaviors already leave a trace. Your CRM shows contacts per deal and the time between a meeting and the next email. If your team records calls, conversation intelligence tools show question counts and talk-to-listen ratio.
Pick one number per behavior, and write down where the rep is today. Without today’s number you can’t tell real change from a good week.
Keep a running log per rep. A shared sheet works fine.
| Date | Rep | Behavior | Number | Today | Check on |
|---|---|---|---|---|---|
| Nov 4 | Jordan | Second contact before stage 3 | Deals with 2+ contacts | 1 of 6 | Dec 2 |
| Nov 6 | Sam | Recap within 24 hours | Calls with same-day recap | 40% | Dec 4 |
Example feedback log. On a phone, the table scrolls sideways.
Open the next 1:1 with the log, then the pipeline. Repetition is the whole point, which is presumably why they’re called reps. Each line ends in one of three places:
Football has a name for rewinding three seconds of a linebacker’s footwork eleven times in a dark room: film study. The coach stops the tape on one step, names it, and checks the same step next week. Sales already has the recordings and the dark room. Tracked feedback adds the part where someone checks. Below, three logged behaviors across five check-ins: two moved and one stayed flat. Lee’s flat line is the one worth a conversation.
Example data for illustration. Names and numbers are not from a real team.
Each category below covers one part of the job. The feedback log joins them up.
| Category | What it tracks | What it misses |
|---|---|---|
| CRMe.g. Salesforce, HubSpot | Activity and deal data: contacts per deal, stage movement, follow-up timing | Which feedback came before the change |
| Conversation intelligencee.g. Gong | Call behavior: questions asked, talk-to-listen ratio, topics covered | What you told the rep, and when |
| 1:1 and performance tools | A record of the feedback and the follow-up conversation | The behavior data, unless you link it in |
| Attuned | What motivates each rep, help preparing each feedback conversation, and team-level motivation trends | CRM and call data. Use it alongside those tools |
A setup that works: CRM numbers for step 2, a shared log for step 3, and a manager feedback tool that helps you word it for the rep who’ll hear it.
Two reps can hear the same sentence and take away opposite things. A rep high on Competition hears “you’re behind the team” as a challenge. A rep high on Progress can hear it as a verdict, and stop trying. A rep who scores high on the Feedback motivator wants a check-in every week. One who doesn’t may read weekly notes as micromanagement.
So one coaching script can land with Alex and stall with Priya. Attuned maps each rep across 11 intrinsic motivators in a 10-minute assessment. Before the 1:1, an AI coach for managers suggests how to put it to that particular rep. For the reps the leaderboard doesn’t move, see how to motivate your sales team.
HearsA target to chase by Friday.
Hears“You’re not growing here.”
Illustrative example
“Being able to get to the nub of people’s underlying motivations has been very helpful.”
Kevin HalliganAssociate Director, Azon Recruitment Group · Read the storyBring us one team and one stubborn behavior. We’ll map each rep’s motivators and show you how to word the feedback so it gets acted on.
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