You open the sales dashboard first thing Monday morning. Your pipeline looks fine, but the forecast feels a little shaky. As the team walks through last week’s deals, someone says, “We’ll be fine if these close.” You nod, but you’re not so sure.
The goal ahead is clear. What happened since Friday is not. Did the stalled deals move forward? Did anyone use the new pitch deck? Did last week’s coaching change anything? You’re staring at numbers that describe the past, while trying to predict the future.
And you’re not alone. Most sales teams check metrics at set points, debate the forecast, and fill in gaps with experience and instinct. The problem is that the work happening in between is largely invisible.
This gap between what the dashboard shows and what’s really happening is changing how teams think about GTM success and which metrics matter most in 2026.
The shift to performance-based analytics
Today’s GTM teams have little room to recover once momentum fades. Deals that stall mid-quarter rarely rebound, and by the time a forecast weakens, buyers have often already made decisions or shifted priorities. The signs were there weeks earlier, but they showed up too late to change the outcome. What’s left is fewer options, less control, and more guesswork when precision matters most.
That pressure is why leaders need to watch how deals perform from one week to the next. Have sellers stopped using the materials that usually move deals forward? Did coaching actually change behaviour? Has buyer engagement dropped even though the deal still looks healthy on paper?
Those patterns show what’s building momentum and what’s quietly stalling it long before final numbers roll in. Hitting your number still matters. What’s changed is the need to see while there’s still time to influence the outcome.
How AI connects the dots without getting in the way
Most leaders aren’t looking for another prediction engine or a flood of recommendations. They want a clearer picture of what’s happening, presented in a way that makes sense.
This is where Highspot’s AI sales enablement fits in. It sits across the work teams already do and connects information that usually lives in separate places. It shows what sellers share, what buyers engage with, what happens on calls, and what training and coaching sticks.
On their own, these clues are easy to miss or misread. Taken together, they show where momentum is building and where it’s breaking down. They become the foundation of modern sales performance analytics.
Imagine a rep shares a value deck after a call. Two stakeholders open it, and the deal moves forward the next week, while similar deals without it stay stuck. Instead of guessing whether content is helping, you can see the role it plays in real deals.
Or a manager coaches reps on handling pricing pushback. Instead of hoping coaching sticks, you can see which behaviours actually change and which ones don’t.
Or imagine several deals stall after buyers push back meetings or stop opening follow-up materials. Instead of reacting, you can proactively spot warning signs through patterns that repeat across similar deals.
That’s what meaningful enablement measurement looks like when it connects to real work. It. pays attention to how teams work, then surfaces insights that empower leaders to change seller behaviour and improve execution.
Managers get a clearer focus for one-to-ones. Enablement sees what’s landing and what needs to change. And RevOps and CROs get a more realistic view of deal health without stitching together reports or leaning entirely on gut feelings. And this matters more than ever because the cost of waiting has outpaced the cost of acting early.
Know what’s working. Fix what’s not.
Ready to close the gap between what the dashboard shows and what’s really happening in your deals? Explore Highspot’s performance analytics to turn your GTM data into decisive action in 2026.
