AI Sales Coaching

AI transcribes and analyzes sales conversations (calls, video meetings, emails). It identifies patterns like: talk-to-listen ratio, question frequency, competitor mentions, objection handling, next steps set, and sentiment. AI compares each rep to benchmarks and top performers, then provides specific feedback: "You talked 72% of this call. Top performers average 45%. Try more discovery questions."

Positioning matters. Reps embrace AI coaching when they see it as a development tool that helps them hit quota. Key: share positive insights too, give reps access to their own data, celebrate improvement, and ensure managers use insights for coaching—not punishment. Companies that position it well see 85%+ rep adoption.

Organizations using AI coaching see: 20-25% improvement in rep proficiency, 15% faster onboarding, 30% higher win rates (Bain). For a team of 20 reps at $500K quota each, even 10% improvement delivers $1M in additional revenue. Platforms typically cost $100-200 per rep per month—significant ROI.

No—AI augments managers, not replaces them. AI handles the time-consuming work (reviewing every call, scoring consistently, identifying patterns) so managers can focus on high-value activities: strategy, motivation, career development, and handling complex coaching situations that require human judgment.

Initial insights are immediate once you have recorded conversations. Behavioral change typically shows in metrics within 1-2 quarters. New hire ramp improvement (15% faster) is visible within the first cohort. Full ROI realization including win rate improvement typically takes 6-12 months of consistent usage.

All of them, ideally. Discovery calls, demos, negotiations, check-ins, onboarding calls. More data = better insights. At minimum, record and analyze: initial discovery calls (buying signal identification), demos/presentations (value articulation), negotiation calls (objection handling), and closed-won calls (winning patterns to replicate).