Written By: Jesal Sharma (Product Manager) | Email: jesalsharma07@gmail.com | LinkedIn: https://www.linkedin.com/in/jesal-sharma/
The purpose of this document is to uncover how technical sales representatives approach post-call follow-ups, the challenges they face, and their openness to AI-driven support.
I recently surveyed 20 technical sales representatives & the responses highlight an opportunity for Highspot to deliver meaningful impact through AI-powered post-call guidance.
Key Takeaways:
1. “Right” Next Step
- Key findings reveal that most sales reps spend 10–30 minutes deciding on their next steps after a call, and nearly 85% admit they sometimes or often feel uncertain about the right course of action.
✅ Insights
- This points to a confidence gap — reps want stronger guidance, structure, or intelligent nudges to know they’re on the right track.
- Spending 10–30 minutes per call can add up, becoming a significant drain on productivity across multiple calls each week.
- These findings validate the need for solutions that provide some guidance to save time and increase confidence in follow-up actions.
2. Confidence in Follow-up actions
- Most reps rate their confidence in the effectiveness of their follow-ups at around 6–7 out of 10, showing they feel reasonably capable but still see room for improvement.
✅ Insights