Sales Representative

Momentum is now part of Salesforce!

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1. Start of the day: Prepping for the Day’s Calls

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Before Momentum

Manual Scavenger Hunt

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• Spends 30–45 minutes pulling data from:

• Salesforce (Account history, deal size, stage)

  • Gong (prior calls)
  • Email/Slack (past convos, buyer behavior)
  • Prepping for daily calls

• Misses context on:

  • Who’s joining the next call (champion vs. blocker)
  • What was promised
  • Which competitors are in the mix

Effect

Cognitive overload. Prep is rushed or skipped.

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After Momentum

Auto-Pulled Call Briefings

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• Momentum sends a Slack prep brief 15 minutes before each call:
  • Opportunity snapshot: Stage, value, forecast category
  • Stakeholders: Identified champion, DM, blockers
  • Prior call summary: Promises, objections, product interests
  • CRM gaps: e.g. “No confirmed budget,” “Missing next step”
  • Suggested questions (based on sales methodology & context)
• Delivered to AE and manager in Slack
• CS notified if buyer asks onboarding-related questions

Effect

Instant clarity. No prep time required. Rep enters fully armed.

2. Customer Call: Discovery / Demo / Follow-up

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Before Momentum

Attention Split, Manual Notes

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• AE is multitasking: running demo, scribbling notes, tracking objections
• Key data not captured:
  • Budget, authority, use case, timeline, competitor mentions
• Rep promises follow-ups, but forgets
• Manager can’t see what happened without watching recording

Effect

Lost context, poor handoffs, CRM rot.

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After Momentum

Live CRM Integrity + Slack-Driven Signals

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1. Live call monitored by Momentum:

   • Momentum captures:
     • Buyer sentiment & talk ratio
     • Key terms (objections, pricing questions, intent signals)
     • Competitor mentions (tagged and routed to PM/product)
   • Follows structured prompt:
     • Logs talk track adherence (e.g., “Did rep explain 5% service fee?”)
   • Summary is sent to AE, Manager, and Deal Room instantly

2. Cross-Team Automation:

   • Product notified if feature request or competitive gap is logged
   • Enablement tags rep for coaching if objection was poorly handled
   • RevOps updated with CRM autofill (no rep input needed)

Effect

Rep focuses 100% on the buyer. All insight captured and routed instantly.

3. Post-Call Admin & CRM Hygiene

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Before Momentum

30+ Minutes of Catch-Up

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• Manually logs notes into SFDC
• Updates opportunity stage, contact info, meeting notes, next steps.
• Tries to remember competitor or budget details
• Creates internal tasks for follow-up (rarely gets done)
• Managers guess at pipeline health

Effect

Error-prone. Delayed updates. Forecast risk.

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After Momentum

Automated CRM Writeback + Smart Routing

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• CRM fields auto-populated:
  • Opportunity, Account, Contact, Event.
• Slack asks rep to confirm or edit (1-click approval)
• Follow-up email: Auto-drafted with context → send in one click
• Cross-Team Automation:
  • RevOps gets accurate forecast inputs in real-time
  • Manager gets risk alerts (e.g., Cagey Buyer detected)
  • Marketing is notified if voice-of-customer or objection trends arise.

Effect

Admin work = zero. CRM hygiene = near perfect. Pipeline becomes real-time source of truth.

4. Pipeline Review & Forecasting

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Before Momentum

Weekly Fire Drill

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• AE scrambles to update deals before forecast meeting
• Managers waste time chasing reps for next steps
• Deals miscategorized or stale
• High-risk opportunities hidden

Effect

Forecasting by gut. Poor visibility.

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After Momentum

Forecast-Ready by Default

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• Every call updates pipeline fields
• Deal risks (e.g., no exec buyer, no next meeting) flagged in Slack
• Momentum pushes forecast insights to managers daily
• “No activity in 7 days” = automatic Slack nudge
• Cross-Team Automation
  • Leadership sees live win/loss patterns
  • Sales Ops identifies trends (deal velocity drop, objection clusters)
  • Finance gets clean forecast reports from RevOps, not spreadsheets

Effect

Admin work = zero. CRM hygiene = near perfect. Pipeline becomes real-time source of truth.

5. Deal Handoff to Customer Success

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Before Momentum

Manual Email or Forgotten

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• AE writes a quick email to CS (often delayed or incomplete)
• No call context, no product plan, no expectations shared
• CSM joins first call blind, frustrating customer

Effect

Poor onboarding. Lost momentum.

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After Momentum

Instant CS Brief + Slack Thread

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1. Once Opportunity = Closed Won, Momentum:

   • Generates a CS Handoff Brief:
     • Stakeholders & champions
     • Product commitments
     • Risk notes
     • Objections overcome
   • Sends to CS + AE in Slack thread
   • CS can click to view transcript or summary

2. Cross-Team Automation:

   • CSM prep time reduced from hours to minutes
   • Enablement can tag CS onboarding readiness based on rep detail
   • Product auto-notified if “custom” asks mentioned on last call

Effect

Seamless transition. Faster time to value. Stronger retention.

6. End of Day: Review, Coach, Close Loops

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Before Momentum

Info Scattered, No Learning

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• Reps might rewatch calls if they have time.
• Managers rely on intuition or feedback.
• No feedback loop into training or playbooks.
• No automation for missed follow-ups.

Effect

Reps plateau. Bad behaviors go uncorrected.

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After Momentum

AI-Driven Coaching & Feedback Loop

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• Coaching Scorecards auto-generated: objection handling, discovery depth, talk ratio
• Slack alerts to rep: “You missed talk track X—review here”
• Best call clips archived into enablement library
• Trends tagged by enablement: “Messaging misalignment,” “Comp confusion”

2. Cross-Team Automation:
   • Enablement uses real examples for coaching content
   • Managers get weekly performance summaries
   • Reps self-correct in real-time

Effect

Continuous improvement. Real-time coaching at scale.

Stop Managing by Intuition. Start Leading with Momentum.