Scale-ups · QA and metrics: QA on every call, every email, every day.
One rep closes 12% of demos, another 4%. We find out why the same day.
Call QA: What gets QA'd on calls
At Series, QA has one job: find why conversion differs between reps and segments, then fix it.
- Opening and hook
The first 15 seconds decide the next 30 minutes.
- Pain discovery
Real problems, or symptoms and a rush to product?
- Demo structure
Following the framework and tailored to the pain, or freestyled?
- Objection handling
Playbook responses, or improvising and folding?
- Competitive positioning
Handled or fumbled when a competitor comes up?
- Handoff quality
Does the AE get full context, or start from scratch?
Email QA: What gets QA'd on email
Scale compounds good and bad habits equally. QA makes sure you compound the right ones.
- Personalization
Specific to company, role and pain. Not a template with a name swapped in.
- Subject lines
Open rates per variant and segment, against baseline.
- CTA clarity
One ask, not three options and a 'let me know.'
- Sequence compliance
Right message, right interval, no skipped steps.
- Reply handling
Timely, on-message follow-up.
Questions: Common questions
Why does QA matter more when you are scaling a sales team?
At seed one bad rep is obvious. At Series, six reps hide bad patterns. QA shows the 4% rep is skipping discovery, so the fix is same-day coaching, not firing.
What does a sales QA framework look like at Series stage?
Calls: opening, discovery, demo structure, objections, competitive positioning, handoff. Emails: personalization, subject lines, CTA, sequence compliance, reply handling. Findings feed daily coaching.
How do you track outbound conversion metrics per rep at growth stage?
Connection, meeting, show, demo-to-proposal and close rates, per rep, segment and sequence variant. The goal is every rep performing like your best one.
How fast can a QA finding turn into a performance improvement?
Same day. In one documented case, a QA score of 6.1 tied to a 4% close rate was flagged in the morning huddle, coached that afternoon, and the rep reached 9% demo-to-close within two weeks.
What is sequence decay and how does QA catch it?
A sequence's reply rate fading as the market or a competitor catches up. Daily tracking flags a drop from 8% to 3% over 10 days, and a rebuilt sequence goes live within 48 hours.
Talk to us: See this QA framework for your team.
A 30-minute call on your reps, your pipeline and what is not converting. We will tell you what the QA layer would catch.
Talk to Phi