Trusted by sales leaders at NVIDIA, OpenAI, Red Hat, HPE, Zscaler, and Rubrik - and 100,000+ sellers daily.
Coaching on instinct doesn't scale.
Your top reps know what good looks like. The challenge is getting everyone else there. Most sales managers spend their 1:1s asking reps what's happening — and making judgment calls based on what they're told. That's not coaching.
That's a status update.You didn't lose the customer on the renewal call. You lost them three months ago — when your champion left, when engagement dropped, when the executive sponsor stopped taking meetings.
You know this isn’t working: The problem isn't you. It's the data they're working from.
Single-threaded and slipping
Your rep says the deal is progressing. Backstory shows the only person they've contacted in 30 days is the one who never buys. That's a coaching conversation — if you can see it.
You're coaching the outcome, not the behavior
By the time a deal closes lost, the coaching moment is gone. The pattern that caused it is still happening in five other deals right now.
Generic feedback won’t change a thing
"You need to multi-thread more" lands differently when you can show exactly which deals are single-threaded, which stakeholders are missing, and what it's cost your team historically.
See exactly where each rep needs help.
Backstory tracks engagement across every deal — who's involved, how often they're contacted, and whether the right people are in the room. When a rep is working deals the wrong way, you see it before the outcome tells you.
- Know which reps are consistently single-threaded — and which deals are at risk because of it
- See where reps are missing economic buyers, champions, or executive sponsors
- Spot reps who are over-indexed on low-influence contacts
- Identify deals where activity is high but engagement from the buying team is flat
Coach on what works at your company — not a generic playbook.
Backstory is built on your deal history. It knows which behaviors, stakeholder patterns, and engagement sequences have historically closed business at your company. So when you coach a rep, you're not citing theory — you're citing what actually works here.
- See how closed-won deals were worked: who was involved, what the engagement pattern looked like, when the key moments happened
- Compare active deals against winning patterns to spot where reps are off-track
- Show reps the data behind the guidance — not just the guidance
Turn deal reviews into coaching sessions.
When you walk into a 1:1, you already know what happened in every deal. Which stakeholders went dark. Which next steps never got created. Where engagement dropped off. You spend the time coaching, not catching up.
- Get a complete picture of rep activity before every review — no prep required
- See which deals changed since last week and why
- Identify the exact moment a deal started to slow — and use it to build the habit of catching it earlier
Build a team of high performers — not just a few of them.
Backstory makes it possible to see what separates your top reps from the rest — and give every rep on your team the same clarity about what good looks like. Coaching at scale stops being a calendar problem when you have the data to back it up.
- Identify the behaviors that correlate with wins at your company
- Surface coaching opportunities across your entire team — not just the deals that come up in the forecast call
- Track improvement over time: are reps acting on what you're coaching?
What changes when your team has the answers.
With Backstory, you can actually see where people are spending their time, are they single-threaded or not, and what the quality of their interactions are. It's one thing to diagnose, it's another thing to cure.
FAQ
Common questions.
Call recording tools capture what happened on calls. Backstory captures what's happening across the entire deal — every email, meeting, and touchpoint — and tells you what it means for the rep's chances of closing. You're not reviewing transcripts. You're seeing patterns.
No. Backstory captures activity automatically from the tools your team already uses. Reps don't log anything new. Managers just get more to work with.
Yes. Backstory is configurable to reflect your CRM setup and sales methodology. The coaching signals it surfaces are grounded in your process — not a generic framework.
Who they're engaging, how often, at what seniority level, with what buying influence. Which deals have gaps in stakeholder coverage. Where engagement is dropping. How their activity patterns compare to reps who close similar deals. Everything you'd want to know before you coach — available before you ask.
Yes. New reps can see exactly what winning deals look like at your company from day one. That's not a benchmark — it's your actual deal history. Managers can spot where new reps are missing the mark earlier, and course-correct faster.
