What is Sales Coaching Software?
Sales coaching software provides direct feedback to sales reps and managers about how to improve overall rep performance. Many sales coaching platforms record, analyze, and provide insights on audio and video sales calls. For example, the software can identify how much time each participant spent talking during the call, the next steps offered by the sales rep, and provide insight into what deal stage and account is in.
Most sales coaching platform vendors now offer AI-based call intelligence and suggestions. This may take the form of AI-recommended rep improvement opportunities, important moments within the call, level of deal risk, and ideal next steps.
Typically, sales coaching software vendors provide customers with a certain amount of cloud storage space for previous calls. The recordings are then tagged with the corresponding rep information for easy access later on. This can be helpful for sales reps or managers that want to go back and listen to a call again, either to learn from it or gather account information.
Sales Coaching Goals
The overall goal of sales coaching software is to help train sales reps to be more productive and efficient on calls, follow best practices, and identify up-sell and cross-sell opportunities in real-time. These platforms are designed for use by sales reps and sales managers alike. Some software products within this category, such as Chorus.ai and Gong.io have solutions available for other revenue-driving teams as well, such as marketing and customer success/service.
Sales Coaching Software Features
Most sales coaching software will offer the following features:
Sales call/meeting recording
Shareable meeting recordings/call snippets
Deal/account health metrics
Cloud storage space for call recordings
Integrations with online meeting software
Integrations with calendar software
Integrations with CRM systems
Sales Coaching Platforms Comparison
There are multiple sales coaching software options available, so consider these key factors before deciding which one to purchase:
Focus of the tool: are you looking for a sales-specific coaching tool or one that all your revenue-driving teams can use? Certain sales coaching platforms are designed primarily for sales managers and reps to use, while others have other use cases too.
Ease of use: how frequently will your sales reps be using the tool? If the answer is ‘all the time!’, then make sure the new tool you’re purchasing is user friendly enough for your reps to become comfortable with it. As many sales managers and leaders know, a difficult to use sales tool is unlikely to be adopted across the sales team. Signing up for a free trial of a few different solutions is a great way to get a feel for the overall usability level of a given product.
Prices vary from product to product, depending on the number of users included in the license and the range of features included in the platform. Most vendors do not publicly disclose pricing information on their website but will provide more information on request.