Jun 1, 2023
Aptive Environmental
Aptive deployed Parlay across regional teams to give every rep consistent, data-driven coaching—transforming feedback from an inconsistent, manager-dependent process into a scalable competitive advantage.
With thousands of reps across 30+ markets, Aptive's regional managers faced an impossible coaching ratio. Each manager was responsible for 30-50 reps, making meaningful one-on-one coaching a mathematical impossibility.
Coaching quality varied wildly by region—some managers were excellent developers of talent, while others barely had time for weekly team meetings. New reps in under-coached regions churned at nearly double the rate of well-coached regions. The company was growing fast, but rep retention and performance consistency couldn't keep pace. Aptive needed a way to deliver the same quality coaching to every rep in every market, regardless of their manager's bandwidth or coaching ability. The goal was clear: make great coaching the default, not the exception.
Parlay brought consistent, AI-driven coaching to every rep in every Aptive market.
Parlay analyzes every sales conversation and delivers personalized coaching feedback that reps can act on immediately. Regional managers use Parlay's dashboards to spot trends across their territories—identifying which reps need extra support and which techniques are driving results in each market. The platform standardized what great coaching looks like across all 30+ markets while still allowing for regional customization. Managers went from spending hours listening to ride-along recordings to getting instant insights on their entire team's performance.
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