Home
All TrainingsOverview of all four programs ProspectingFor SDR/BDR teams Sales CallDiscovery, demo, closing UpsellExpansion revenue from CS Sales ManagementFor the leaders who coach
Sales Excellence About Benchmark Blog Contact
Free Rep Gap Analysis →
Rep Gap Analysis · Free

You know who your best rep is. You just can't explain why the rest aren't closing like them.

Send me two calls from your team. I personally analyze both, score them side by side on 22 criteria, and sit down with you to walk through every finding. You leave with a concrete gameplan to close the gap.

Request your free Rep Gap Analysis →
Deep personal analysis 30 min 1-on-1 walkthrough No strings attached
1 spot per week · 1-week turnaround
Nils Brosch

I listen to every minute of both calls myself. I take notes, score each moment, and build the comparison by hand. When we sit down, I walk you through the exact seconds where the deal was won or lost. That level of detail is what makes this useful.

Nils Brosch · 1,400+ calls reviewed across 140+ European SaaS teams
How it works

You send two calls. I do the rest.

1

Send two calls

One from your top performer. One from someone who should be closing more. Recordings or transcripts both work.

10 min of your time
2

I analyze both

I listen end to end, score on 22 criteria, and pinpoint the moments where the performance gap lives.

Full analysis session
3

We sit down together

30 minutes, one on one. I share my screen, walk through every finding, play back key moments, answer your questions.

30 min with Nils
4

You leave with a gameplan

Prioritized skills, mapped to trainings, ordered by what moves the most revenue. Ready to act on.

Ready to execute
The scorecard

Same product. Same market. Two completely different conversations.

Here's what a Rep Gap Analysis looks like. Two reps from the same team, scored on the same call. The performance gap becomes undeniable.

Example analysis
Top performer
8.2 / 10
Average performer
3.4 / 10
Business Impact
"What would it cost your team if this problem isn't solved by Q3?"
● 9/10
Business Impact
Never asked. Jumped straight to pricing.
● 1/10
Buyer's Vision
"Teams in your space have cut ramp time by 40% by doing X. Could that work here?"
● 8/10
Buyer's Vision
Went straight to demo. No reframe, no new perspective shared.
● 0/10
Customer Stories
"One of our clients in logistics had this exact issue. They cut churn by 20% in one quarter."
● 9/10
Customer Stories
Zero examples. Generic feature walkthrough only.
● 0/10
Anchoring
"Does this solve the onboarding bottleneck we discussed?"
● 8/10
Anchoring
Showed every feature. Never checked if any of it was relevant to the buyer.
● 2/10
Decision Process
"Walk me through what needs to happen internally before you can move forward."
● 9/10
Decision Process
"I'll send a follow-up." No owner, no timeline, no purpose.
● 2/10
Active Listening
"So the core issue is X, which leads to Y. Am I reading that right?"
● 7/10
Active Listening
Never summarized. The buyer repeated themselves twice.
● 1/10

Illustrative example based on analysis patterns from 140+ SaaS teams

Why this gap matters
Business Impact & Anchoring

When reps skip impact, the buyer never internalises what the problem is costing them. Pricing becomes a negotiation about your software instead of a return on stopping the bleed. This is the single biggest lever on win rate in B2B SaaS.

Buyer's Vision & Customer Stories

Buyers don't pay for features they already knew they needed. They pay when a rep teaches them something new about their own situation. Your top rep does this naturally. Most reps only confirm what the buyer already thought.

Decision Process & Active Listening

Without a mapped decision process, your forecast is fiction. Without active summarising, the buyer leaves the call thinking the rep didn't get it. Both are quiet killers. Both show up in the recording within 30 seconds of listening.

The gameplan

Seeing the gap is step one. Closing it is why you called me.

After the walkthrough, you walk away with a prioritized plan. Which skills to train first, why those matter most, and which program gets you there.

Example gameplan based on the scorecard above

Three priorities. Ordered by revenue impact.

Fix first

Establish what the problem costs before pricing comes up

The average rep skips business impact entirely. Every deal becomes a price negotiation. This single skill change moves win rate and deal size the most.

Sales Call Training →
Fix second

Use real customer stories and reframe how the buyer thinks

The top rep does this naturally. The rest have never been shown how. Learnable in one session. Transforms demo quality immediately.

Sales Call Training →
Fix third

Build listening habits and deal control across the team

Summarizing, defining next steps, multi-threading. The structural skills that make your top rep's approach coachable and repeatable.

Sales Management Training →

Every gameplan is different because every team's gap is different. This is an example.

Request · Free

Send 2 calls. Get a personal walkthrough back.

No questionnaire. No discovery call before the discovery call. Tell me which two reps and which two calls, and I'll come back within 48 hours with a calendar invite for the walkthrough.

  • Personal analysis by Nils. Not a junior, not an algorithm. The same person who has reviewed 1,400+ B2B SaaS calls.
  • 30-minute live walkthrough. Recorded, sharable with your team, with a written gameplan delivered after.
  • Zero pressure to engage further. 60% of clients book training. The other 40% take the gameplan and run it themselves. Both fine.

I personally read every request. You'll hear back within 48 hours.
Results

The walkthrough changes how you see your team

"I knew our top rep was good. Nils showed me the six things she does on every single call that nobody else does. Now the whole team trains on those exact six things."

MK
Mike Keyzer
Scalability & Growth Manager · Taxibutler

"The gameplan is what made this valuable. Nils didn't just show us the gaps. He told us which one to fix first because it moves the most revenue, and pointed us to the exact training that does it."

MR
Michel Rasing
Sales Lead · Channable

"30 minutes with Nils gave me more clarity on my team's actual gaps than 6 months of sales meetings. We made the changes he flagged and our win rate shifted within the quarter."

MW
Matthias Wolf
CCO / Co-Founder · Firstbird
Common questions

What people ask before they send those two calls

What does it cost?

Nothing. The only commitment is sending two call recordings and showing up for the 30-minute walkthrough. About 60% of teams who go through this end up booking a paid training. The other 40% don't, and that's fine — the gameplan is theirs to keep either way.

Why two calls and not five or ten?

Two calls — one from your strongest rep, one from someone who's struggling — is enough to expose the patterns. Sending more is just more work for you with diminishing returns. If we work together later, we look at far more.

What do you do with the recordings?

I review them personally, score them on 22 criteria, and use them to build your gameplan. I never share them, never use them in marketing, never train models on them. After 90 days they're deleted from my drive.

How long does it actually take?

From the moment you send the calls: 1 week max for me to analyze (I don't just blindly use AI) and book the walkthrough. Walkthrough itself is 30 minutes. Written gameplan delivered within 48 hours after.

What if my reps don't have recorded calls?

We can do the analysis on a live call (you join, I observe) or on a role-play. Less ideal than real recordings, but workable. Tell me in the form and we'll figure it out.

Is this just a sales call in disguise?

No. The walkthrough is the deliverable. I show you the gaps, the gameplan, and which training fixes which gap. You decide if any of that is worth pursuing. I don't follow up with pressure or sequences.

Nils Brosch

The answers are in the calls.
Let me find them for you.

Two recordings. A personal deep analysis. A 30 minute walkthrough. A concrete gameplan. Free.

Request your free Rep Gap Analysis →
Deep personal analysis 30 min 1-on-1 with Nils No strings attached
1 spot per week · 1-week turnaround
Request your free Rep Gap Analysis →