Mid-Market Central capability gap on enterprise deals

Mid-Market Central

67pts-42.9%vs. prior period

Alignment

81pts

Win Rate >$200k

24%

Capability

67pts

Alignment

81pts

Win Rate >$200k

24%

Capability

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

Multi-thread skill

-22 pts

Procurement-cycle judgment

-18 pts

Enterprise discovery

-15 pts

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

Passed Min-N

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 Plan

Uses aggregated protected feedback only

Export BriefComing in briefing-pack

Up Next

Enterprise Sales West improving across all dimensions

Enterprise Sales West

Capability score distribution across Customer Success

Customer Success

CAMS comparison — Enterprise Sales East vs West

Enterprise Sales (regional comparison)

Mid-Market Central capability gap on enterprise deals

Mid-Market Central

Up Next4/8

5Enterprise Sales West improving across all dimensions 6Capability score distribution across Customer Success 7CAMS comparison — Enterprise Sales East vs West 8CAMS heatmap across the sales org