By Chris Jeng, Founder of European Gateway
In sales, not all activity translates to impact. The high performers aren’t just working harder — they’re working smarter. AI tools today provide sales leaders and reps with real-time transparency into how time is spent and where it drives value. By tracking calls and emails and surfacing patterns in the pipeline, AI is removing the busywork from selling and enabling reps to double their pipeline, close more deals, and focus their time on what drives sales. As Chris Jeng of European Gateway puts it, ‘Productivity is not just about getting more done, but about getting the right things done.’
Gong: A Study of Habit-exposing and Waste-reducing Functionality in Office Spaces
Gong isn’t only recording calls — the calls are analysed to represent which reps are spending time on high-value deals versus stuck in unqualified ones. Managers can view talk ratios, callback speed, and how many reps are following up with deal stages. It’s like having a real-time dashboard of where time is being invested — and if it’s paying off.
Clari: From Activity to Pipeline Progress
Clari consolidates activity data, such as emails sent, meetings booked, and calls made into a series of charts that map to pipeline movement. It enables leaders to understand which activities make a difference in moving deals forward. Rather than merely reporting inputs, Clari reveals which activities are becoming revenue. This way, when a rep does figure out what works, they can do more of that — and less of everything else.
Salesloft: Maximising Your Cold-Outreach Cadence and Best Practices for Execution
Salesloft provides visibility into outreach cadences—who’s being contacted, how frequently, and what’s garnering replies. AI recommends adjustments to messaging and timing to help representatives sharpen their workflows. For managers, it’s about getting your reps to perform consistently, while still personalising at scale.
The ROI of AI-Enabled Productivity Monitoring
The ability to track productivity using AI changes sales from an exercise in guesswork to a performance machine. Gong, Clari, and Salesloft enable time optimisation for reps and more precision in coaching by managers, as well as doubling down on what is driving the pipeline. ‘You can’t scale what you can’t see—but with artificial intelligence (AI), visibility becomes your superpower,’ says Chris Jeng of European Gateway. The result? More output, higher conversion rates, and growth that’s easier to project.