India, Aug. 8 -- Every enterprise sales leader I meet has a version of the same dashboard problem. They can see the pipeline in remarkable detail: every opportunity, every stage, every forecast number sliced by geography and rep. And yet, quarter after quarter, performance stays stubbornly uneven. A handful of people carry the number, a large middle group hovers around it, and the reports describe that difference far better than they explain it.

We have spent close to two decades and considerable budget making the sales process visible. CRM did what it promised. It brought structure, discipline and forecasting to how organisations manage customers, and it remains the backbone of the modern sales stack. But visibility into activity diffe...