9 of 9 insights
Enterprise Sales East shows high capability but low support. The team appears able to do the work, but protected feedback indicates cross-functional response delays, unclear escalation paths, and manager bottlenecks are suppressing performance.
The SDR team reports confusion about which accounts to prioritize and what messaging to use. Multiple campaign changes in Q2 have created friction without adequate enablement support.
Strategic Accounts reps report feeling that quota increases were not accompanied by proportional territory or support improvements. Top performers are showing early disengagement signals.
Mid-Market Central reps were hired for SMB deals but the segment has shifted upmarket. Reps lack enterprise-stakeholder navigation skills, multi-thread experience, and procurement-cycle judgment.
Enterprise Sales West has improved across all four CAMS dimensions over the past 90 days. The most likely driver is the new regional manager, who joined 12 weeks ago. Pattern worth replicating in Enterprise Sales East.
Performix scored 12 responses across the four CAMS dimensions (Capability, Alignment, Motivation, Support). Support has the lowest mean (2.60/5) and is the dimension where additional investment will move Smoke Test Team's performance the most. Confidence: high (α=0.83).
Customer Success capability scores split into two clear cohorts — a 50–60 pt group and a 80–90 pt group — with very few reps in the middle. This is not a normal distribution and points to a hiring or onboarding bifurcation, not a coaching ramp.
Side-by-side across all four CAMS dimensions, Enterprise Sales East trails West by the widest margin on Support (30 pts) and the narrowest on Capability (4 pts). The binding constraint pattern is clearly support, not skill.
Each row is a team; each column is a CAMS dimension. Color intensity is the score. Reads at a glance: Enterprise Sales East has a cold cell on Support; Mid-Market Central is cold on Capability; everyone else clusters in the upper-middle band.