---
title: Sales performance management for sales leaders | Ricavi
url: https://www.ricavi.ai/for/sales-leaders
updated: 2026-10-20
language: en-AU
---

# Sales performance management with a forecast you can trust.

> Sales performance management with a forecast you can trust. Your team’s number sits next to Ricavi’s. See the quarter week by week, with every call scored.

This is the Markdown version of Ricavi’s page for sales leaders, written for AI assistants. It follows the page section by section. The figures are the page’s approved figures. The team amounts ($190k, $139k, $51k) come from one example team, and Brightwell is an example deal.

- Page: https://www.ricavi.ai/for/sales-leaders
- Pricing: https://www.ricavi.ai/pricing
- Book a demo: the Book a demo button on https://www.ricavi.ai/for/sales-leaders opens the demo form.

## The five things on this page

1. Ricavi drafts the CRM update. The rep approves it first.
2. Two numbers, side by side. They show which deals to question.
3. A forecast holds when its deals are sound.
4. Hear bad news with weeks to spare.
5. Ricavi covers the calls. Keep your pay tools.

## For the VP of sales and the CRO

Your board number adds up what reps report. Ricavi reads their sales calls and your CRM, and puts a second number beside it, built from what buyers said.

- Security and data: SOC 2 Type I and II, ISO 27001, GDPR, and no external training on your data.
- **6.3x:** sales performance lift. Teams that get coached regularly do better than teams that don’t.

## What Ricavi does for a sales leader

- **Two forecasts.** Ricavi’s number sits beside your team’s, built from what buyers said.
- **Bad news, early.** Ricavi raises each warning as soon as it applies.
- **Each call scored.** Each call is checked against the framework your team uses.
- **CRM on your terms.** Nothing is written to your CRM until someone approves it.

## Where Ricavi sits: your forecast reads the CRM your reps approve

Calls come in from Google Meet, Microsoft Teams, and Zoom. Ricavi sits above your CRM and guides the work at every stage. Nothing reaches the CRM until a rep approves it.

- Your CRM: HubSpot, Salesforce, or Microsoft Dynamics. Calendar and files sit alongside.
- Not a DIY product. Installed and monitored by sales and technical leaders.

## Your team’s number, with Ricavi’s forecast beside it

- $190k: what reps report.
- $139k: what buyers said.
- This is Ricavi’s team forecast. Ricavi’s number comes from a health score for each deal. Each score is based on what buyers said on calls. The breakdown by rep shows whose deals make up the gap. You can ask about them before the board does.
- These figures are an example. Ricavi’s forecast appears beside your own once ten or more deals have closed.

1. **Two numbers, side by side:** your team’s number next to Ricavi’s, for the deals still open.
2. **The breakdown by rep:** each rep’s number beside Ricavi’s, with the deals at risk marked.
3. **Where the gap comes from:** two reps are above Ricavi’s figure and one is below. Together they make the $51k difference.

## Customer: Costa Vasili, CEO, Ethnolink

“We’ve significantly increased our pipeline and boosted our bottom line. I highly recommend Ricavi to any business owner looking to drive sales fast. The investment has paid for itself many times over.”

## How can you tell whether a forecast will hold?

A forecast is the number your team expects to close this quarter. It holds when the deals behind it are sound. The buyer who signs is engaged. Close dates haven’t kept moving. Each stage has buyer evidence behind it. Where your team’s number and Ricavi’s disagree, the gap shows which deals to question first.

| When | What’s happening | What Ricavi does |
|---|---|---|
| On each call | A rep talks with a buyer. | Ricavi scores the call against your framework, from what was said. |
| After each call | The CRM shows the stage the rep picked. | Ricavi gives the deal a health score from what buyers said and what’s in your CRM. |
| Each week | A deal goes quiet, or its close date is a week out. | Ricavi flags it on the deal that day, so your manager can ask in time. |
| Before the forecast call | Your reps submit their numbers. | Ricavi’s number sits beside your team’s, with a breakdown by rep. |
| In the forecast call | Your managers review the team. | They start with the reps furthest from Ricavi’s number. |
| Before the board meeting | The board will ask how sure you are. | The reasons behind the gap are already on the deals. |

- How Ricavi’s forecast is built: https://www.ricavi.ai/pipeline-forecasting

Last reviewed 20 Oct 2026 · Source: Ricavi product documentation

## Your quarter: sales leadership that hears bad news with weeks to spare

Here’s one example quarter, told two ways. Each morning there’s news, a brief lists the deals that need attention. Ricavi raises each warning as soon as it applies. By the board meeting, the number has already been questioned.

The morning brief is an email. It also lists pending actions and today’s meetings, and your managers’ briefings add their team’s items. On a day with nothing to report, it isn’t sent.

- **Heard at the board meeting:** the four warnings arrive together in week 13, with 0 weeks to spare. You find out after it’s too late to change.
- **Heard when it happens:** a quiet rep in week 2 (11 weeks to spare), no contact in week 4 (9 weeks), the review in week 7 (6 weeks), and a close date at risk in week 11 (2 weeks).

1. **Week 2, a quiet rep:** a rep goes quiet. When a rep is quiet for seven days, your admins get an alert. Adoption health and a leaderboard cover everyone else. One quiet rep doesn’t become a quiet team.
2. **Week 4, no contact:** no word from the budget holder. A deal in this quarter’s forecast has gone quiet. No contact with the budget holder for 21 days. Ricavi flags it on the deal, so your manager asks before the forecast call.
3. **Week 7, the review:** the review starts at the gap. Your managers open the team forecast. They start with the reps furthest from Ricavi’s number. A coaching card suggests the question to ask on each deal at risk.
4. **Week 11, close date at risk:** a close date a week out. The deal isn’t healthy and it’s due to close in seven days. Ricavi flags it now, so the number can change before anyone presents it.
5. **Week 13, quarter end:** the board meeting. Your team’s number goes into the meeting next to Ricavi’s. The reasons for the gap are already on the deals.

This quarter is an example. The limits are Ricavi’s defaults. Your admin can change them.

## Sales frameworks: every call scored against the framework you paid for

Your team trained on a sales framework, like MEDDPICC or BANT. Ricavi checks every call against it. One setting applies it to the whole company, so a score in one team means the same in every other.

- MEDDIC: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
- MEDDPICC: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition.
- BANT: Budget, Authority, Need, Timeline.
- SPICED: Situation, Pain, Impact, Critical event, Decision.
- Challenger: Teach, Tailor, Take control.
- SPIN Selling: Situation, Problem, Implication, Need-payoff.
- Gap Selling: Current state, Future state, The gap, Impact, Root cause.
- Sandler: Bonding and rapport, Up-front contract, Pain, Budget, Decision, Fulfilment, Post-sell.
- Solution Selling: Pain, Power, Vision, Value, Control.
- Your own: your stages and criteria, written with you at onboarding.

One framework is active for the whole company. Playbooks, the documents behind it, can go to one team or one seller. The rep’s live sidebar shows the framework each call is checked against.

Built by builders: behind Ricavi are 20 years of the founders’ sales coaching and 5,000+ built-in skills. Dave builds companies, Regan builds sales teams, and Luigi builds performance.

“I have been working with the team at Ricavi for the last two months and already achieved higher conversion rates and a faster sales cycle.” Stuart Cook, MD, TWIYO

## Sales performance management software, and what it doesn’t cover

SPM stands for sales performance management. SPM software helps leaders plan and measure how a sales team does. Many of these tools focus on quotas, territories, and pay. Ricavi covers what happens on the sales calls. Commissions and quota plans stay in the tools you use now.

- **3.2x:** more accurate forecasts. Deals are scored on what really happened on the call.

| What each tool covers | Each call | Each deal | Each rep | The team’s number |
|---|---|---|---|---|
| Ricavi | Checks every call against your framework, from what was said. | Gives each deal a health score from what buyers said and what’s in your CRM. | Alerts your admins when a rep goes quiet for seven days. | Puts its own number beside your team’s, with a breakdown by rep. |
| SPM software | Varies by tool. | Quotas, territories, and pay. Deal risk varies by tool. | Quotas and pay for each rep. | The target, and the gap to it. |
| Your CRM | | The stage and close date the rep entered. | Each rep’s pipeline, as entered. | The reps’ numbers, added up. |
| Call reviews | A week later, and only for the calls there’s time to hear. | Only the deals on calls someone heard. | | Not part of the forecast. |

Ricavi covers what happens on the sales calls. It works beside your CRM and SPM tools. Ricavi doesn’t plan quotas or territories, and it doesn’t work out pay. Category summary from a live search for “sales performance management software” on 9 October 2026. Ricavi’s forecast sits beside yours once ten or more deals have closed.

## Controls revenue operations can sign off

Revenue operations, or RevOps, is the team that runs your sales tools. Your admin picks what Ricavi may draft, which CRM fields it may touch, and for whom. Nothing is written to your CRM until someone approves it.

- The policy, by default: let Ricavi draft follow-up emails and write only to the fields on your allow list, for the whole company. Nothing runs until someone approves it.
- Set by your admin, for the whole company.

## Certified, with the controls IT and legal ask for

A tool stuck in a security review never gets to your reps. Your admin sets the rules once, for the whole company. They cover recording, how long calls are kept, sign-in, and access.

- **Standards and tests:** SOC 2 Type I and II, ISO 27001, and GDPR, with end-to-end encryption. Audited and tested.
- **Private from the start:** no external training on your data. Coaching chats stay private unless a rep shares them. A shared chat is read-only, and the rep chooses whether it’s public or company-only.
- **Recording on your terms:** choose to record all calls, outside calls, or inside calls. Leave out chosen domains. Recordings are deleted when the time to keep them ends. By default no bot joins and no notification appears. Your admin sets the recording mode, how long recordings are kept, and which calls are recorded. They set it to match your consent rules.
- **Sign-in and access:** one sign-in method for the whole company: email code, Google, Microsoft, or SAML. Each role gets its own access: sellers, managers, and admins. Invites are locked to your domain. An admin can turn off an account at any time.

## Customer: Jane Susak, Sales Manager, Essential Assessment

“I was at dinner and overheard my team telling our GM how valuable they found Ricavi.”

## FAQ: what leaders ask before they sign

### What is sales performance management software?

Sales performance management (SPM) software helps leaders plan and measure how a team sells. Most of these tools focus on quotas, territories, and pay. Ricavi covers what happens on the sales calls. Commissions and quota plans stay in the tools you use now.

### Which part of sales performance does Ricavi cover?

Ricavi handles the part that happens on calls: revenue intelligence. Every call is scored against your framework. Every deal gets a health score based on what buyers actually said and what’s in your CRM. Ricavi’s forecast sits beside your team’s. Quotas and commissions stay in the tools you already use.

### What is forecast accuracy based on?

Forecast accuracy comes from the evidence under the number. A forecast holds when its deals are sound. The buyer who signs is engaged. Close dates haven’t kept moving. Each stage has buyer evidence behind it. Where your team’s number and one built on evidence disagree, the gap shows which deals to question first.

### Can I trust the AI forecast for my board report?

Use it as an evidence check on your team’s number. It’s built from deal health, it sits beside what your team submitted, and the breakdown by rep shows where the two disagree. Ricavi’s forecast appears beside your own once ten or more deals have closed.

### We already have a call recorder and a CRM. Where does Ricavi fit?

Ricavi reads your CRM and works beside it. It isn’t a CRM. It coaches reps during the call as well as after it, scores every deal on what buyers said, and drafts CRM updates. Nothing is written to your CRM until someone approves it.

### How do I know if our sales framework training is sticking?

Ricavi scores every call against your framework, for every rep. The scores come from what was said on the call. Scorecard trends in the team view show who follows the process and who has drifted since the training.

### How does rollout work, and how do I know reps are using it?

Rollout starts with your playbook, built with you at onboarding. Your admin connects the CRM and sets the recording rules. Each rep installs the Chrome extension and connects a calendar, ready for Google Meet, Teams, and Zoom calls. Admins see adoption health and an activity leaderboard. They get an alert after seven days of inactivity.

### What does Ricavi cost?

Onboarding is a one-time fee with a dedicated onboarding manager. Then you pay a monthly plan. A custom plan adds integrations built for you and dedicated coaching support. The pricing page sets out what each part includes.

## Product facts

| Figure | Label |
|---|---|
| 3.2x | More accurate forecasts. Deals are scored on what really happened on the call. |
| 6.3x | Sales performance lift. Teams that get coached regularly do better than teams that don’t. |

- Ricavi’s forecast appears beside your own once ten or more deals have closed.
- CRM updates are drafted for the rep to approve. Nothing is written to your CRM until someone approves it.
- Security and data: SOC 2 Type I and II, ISO 27001, GDPR, and no external training on your data.
- Any sales methodology, or build your own.

## Links

- For sales leaders: https://www.ricavi.ai/for/sales-leaders
- Pricing: https://www.ricavi.ai/pricing
- Book a demo: use the Book a demo button on https://www.ricavi.ai/for/sales-leaders
- Pipeline forecasting: https://www.ricavi.ai/pipeline-forecasting
- Compare sales coaching software: https://www.ricavi.ai/compare
- For sellers: https://www.ricavi.ai/for/sellers
- For sales managers: https://www.ricavi.ai/for/sales-managers