Sales Coaching Software


Sales Coaching Software Overview

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 and 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

  • Call/meeting transcription

  • Speaker identification

  • Deal/account health metrics

  • Meeting intelligence

  • AI-based recommendations

  • 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:

  1. 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.

  2. 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.

Pricing Information

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.

Sales Coaching Products

(1-5 of 5) Sorted by Most Reviews
50 ratings
121 reviews
Top Rated is described by the vendor as a revenue intelligence platform for B2B sales teams that captures sales conversations, understands the content of those conversations, and delivers insights to help businesses win its unfair share of the market.
58 ratings
113 reviews
Top Rated
AffectLayer in San Francisco offers, a platform for generating actionable call notes and insights into sales conversation for optimization and sales enablement or training purposes harnessing AI.
22 ratings
50 reviews
Brainshark is a video presentation platform for sales enablement.
6 ratings
9 reviews
RingDNA calls itself a "sales acceleration engine" for inside sales teams using Salesforce. According to the vendor, RingDNA's Intelligent Dialer for Salesforce aims to help outbound sales reps use RingDNA to make more calls, connect with up to 400% more prospects, and fully automate voicemails. Par…
Awarathon is designed to address the requirements of fast-growing sales teams, and equip users with actionable information needed to optimize a sales force. Awarathon provides an environment for staff to practice their learning in any scenario, with security and data backup so practice never stops.…

Frequently Asked Questions

What does sales coaching software do?

Sales coaching software records and analyzes sales calls to help provide sales reps with customized feedback and coaching. These tools can be used to help train new reps, keep track of rep performance while on calls, identify high-performing reps, see how well best practices are being followed, etc.

Individual reps can also go back and use call recordings and transcriptions to listen to calls later. Sales managers can use dashboards and metrics provided by these tools to get an overall view of sales rep productivity.

Why should sales teams use sales coaching software?

Sales coaching software can help sales managers and leaders make sure their sales teams are consistently staying on message and are following best practices. For new sales reps and business development reps, listening to examples of high quality sales calls is a great way to learn how successful sales reps are talking about the products their company sells.

Along with managing sales rep productivity and new rep onboarding and training, sales coaching platforms also provide deal and account-level intelligence that would be hard for sales reps to extract from sales calls on their own. Many tools now offer AI-based recommendations and can pinpoint important moments within calls and highlight them for reps.

What are the best sales coaching platforms?

There are multiple sales coaching platforms available, but here are some of the most popular ones on TrustRadius: