Building a global sales machine

Building a global sales machine

Jesse Davis is the Head of Sales at Dandy, where he's building a global sales organization designed to operate at scale, across hundreds of reps, dozens of markets, and multiple verticals.

His vision is ambitious: a world where sales reps spend zero minutes entering data into Salesforce, and every conversation becomes an opportunity to improve how the entire organization sells.

"What I'm trying to do is build a global sales machine. I envision a world where reps are spending exactly zero minutes inputting data into Salesforce. Without Attention, those things are actually impossible to do."

But to get there, Jesse first needed to solve a fundamental problem: understanding what was actually happening across hundreds of thousands of sales conversations.

What the old world looked like

Dandy's sales organization was generating an enormous volume of conversations. With hundreds of reps operating across different markets and verticals, manually reviewing calls and identifying coaching opportunities simply couldn't scale.

Jesse needed more than call recording. He needed a way to analyze conversations, synthesize insights, and deliver consistent coaching across the entire organization.

"Because of the sheer volume of calls that we were taking, I needed to bring a tool into the organization that was capable of analyzing, providing synthesis, and coaching across hundreds of reps, dozens of global markets, multiple verticals at scale."

The challenge wasn't just the volume of calls. It was knowing which sales behaviors actually needed to change.

The discovery problem

Jesse's team had a clear framework for measuring the quality of sales discovery.

• Level 1: The rep implies a pain.
• Level 2: The rep quantifies that pain.
• Level 3: The customer explicitly agrees that the pain is significant enough to be worth solving.

Level three is where discovery turns into real buying motivation. But when Dandy started measuring its conversations, the results were surprising.

"What we found was that under ten percent of our calls actually got to level three discovery."

That meant more than 90% of calls weren't reaching the level of discovery Jesse wanted.

The opportunity was enormous. But identifying the problem was only the first step. Jesse needed to understand exactly which reps were struggling, where they were falling short, and how to coach them individually.

The Vision

Jesse wanted to build a sales organization where coaching was driven by what actually happened in customer conversations, not subjective impressions or a small sample of manually reviewed calls.

Every rep, manager, region, and market needed to be measurable against the same standards.

Instead of generic coaching delivered across the organization, managers needed the intelligence to know precisely where each rep could improve.

And none of that could come at the expense of selling time.

What actually mattered

Automated call scoring at scale. Every conversation evaluated against a consistent discovery framework, without requiring managers to listen to thousands of recordings.

Rep-level coaching intelligence. Visibility into discovery performance by individual rep, manager, region, and market.

Personalized coaching. The ability to identify specific gaps and tailor talk tracks and coaching to each salesperson.

Faster ramp times. Helping new reps learn effective sales behaviors and become productive sooner.

Eliminating manual work. Building toward a world where salespeople focus on selling rather than entering data into Salesforce.

What changed

With Attention, Dandy could finally measure discovery quality across the entire sales organization.

"We can now see by rep, by manager, by region, by market how often each individual rep was getting to the proper level of discovery, which allowed us to be extremely specific in our coaching and tailor all of our talk tracks and coaching down to the individual rep level."

Instead of coaching based on a handful of calls, Dandy could understand performance across its entire sales motion.

Managers could pinpoint exactly where discovery was breaking down. Reps could receive coaching specific to their weaknesses. And Jesse could understand which teams, regions, and markets were consistently executing.

The impact was dramatic.

"The results have been genuinely crazy. We now are sitting here approaching eighty percent level three discovery on all of our calls."

Dandy went from fewer than 10% of calls reaching level three discovery to approaching 80%.

The biggest unlock: 425,000 calls analyzed automatically

Over nine months, Attention automatically scored 425,000 calls across Dandy's go-to-market organization.

That's an estimated 35,000 hours of manual work saved.

Without automation, reviewing that volume of conversations would have required an extraordinary amount of management time. With Attention, Dandy could systematically analyze its entire sales organization without creating an additional operational burden.

But the biggest impact wasn't just the time saved. It was what Dandy could do with the intelligence.

By identifying and addressing individual coaching opportunities, the team fundamentally changed how quickly reps could become effective.

"Since we've been using Attention, our reps are actually ramping into role two and a half times faster."

Reps are now ramping 2.5x faster, while the organization has gained visibility into sales execution at a scale that previously wasn't possible.

Jesse puts the transformation into perspective:

"We've been able to accomplish more in nine months on this platform than I believe I accomplished on another platform in five years as a sales leader."

What Jesse would miss most if Attention disappeared

For Jesse, Attention has become much more than another tool in the sales technology stack.

The company's most important sales coaching and analysis workflows now run on the platform. The ability to evaluate conversations, measure discovery quality, and coach individual reps is no longer something Dandy needs to piece together manually.

"If Attention disappeared tomorrow, I would feel pretty lost because at this point, the most critical sales coaching and analysis work streams that we have in the entire company run entirely on Attention."

What's next

Jesse's broader ambition is to build a global sales machine where intelligence and automation are embedded into every part of the sales process.

A world where reps spend zero minutes entering data into Salesforce. Where every call is analyzed, every coaching opportunity is identified, and managers have the visibility to help their teams improve continuously.

The foundation is already there: hundreds of thousands of conversations analyzed, dramatically better discovery execution, and reps ramping faster than before.

The bottom line

In just nine months, Dandy transformed how it measures and improves sales performance.

• 425,000 calls automatically scored across the GTM organization.
• ~35,000 hours of estimated manual work saved.
• Under 10% → approaching 80% of calls reaching level three discovery.
• 2.5x faster ramp times for sales reps.

What started as a need to analyze sales conversations at scale has become the foundation of Dandy's sales coaching operation.

That's the real unlock: when every conversation becomes measurable, every rep becomes coachable, and the entire sales organization gets better.