Insight
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.
Why This Matters
- Pipeline mix shifted 40% upmarket but rep capabilities did not follow
- Win rate on deals >$200k is 19 points below team's SMB rate
- Capability gap is the binding constraint, not motivation or support
Key Drivers
Procurement-cycle judgment Evidence
- Hiring profile mismatch with current segment mix (PA-research-014)
- Win-loss reviews flag rep navigation gaps in 7 of last 10 losses
Safety Status
- Aggregated team-level signal
- Min-N threshold: 7 (16 responses)
Recommended Action
Stand up 6-week enterprise-deal capability program; pair each Mid-Market Central rep with a Strategic Accounts mentor.
Create Action PlanUses aggregated protected feedback only