The economic downturn has placed considerable pressure on sales teams to deliver results and drive business profits. These teams are in need of insightful feedback and actionable guidance to make rapid improvements. Companies must actively explore ways to aid their employees in accessing the necessary training and sales coaching that will help them achieve their desired financial outcomes.
How can AI contribute to enhancing sales coaching?
The advent of AI introduces a valuable opportunity for companies to leverage cutting-edge technology. With its capacity for machine learning, AI can furnish valuable insights into customer behavior. This empowers sales teams to customize their services according to specific consumer requirements.
AI-driven coaching tools have the capability to monitor the real-time performance of sales teams. They offer coaching insights and suggestions aimed at optimizing lead conversion rates and ensuring elevated levels of customer satisfaction. Research has demonstrated that highly successful teams are almost five times more likely to incorporate advanced technology compared to their less successful counterparts.
When deployed effectively, AI has the potential to amplify the endeavors of a sales team, resulting in increased lead conversions and revenue growth. Hereunder, we present the top five AI coaching tools for 2023:
1 Mediafly Revenue360
Overview
Mediafly Revenue360 is a revenue enablement platform designed for market-facing teams. It is scalable, secure, and built for large enterprises. It offers solutions that tackle seller effectiveness, buyer experience, value management, and revenue optimization.
Powered by Iris, a generative AI, Revenue360 delivers high-quality, tailored interactions for AI coaching. It provides fast access to answers, automated content generation, and recommended actions for companies to deliver an efficient sales experience.
Features
Revenue360 instantly identifies areas for improvement. Sales representatives get custom coaching recommendations based on the conversation analysis performed for AI coaching. Given the automated insights, managers can create plans and set invites to the representative to discuss their performance evaluation.
The sales coaching platform also features scorecards that managers can customize to evaluate conversations, calls, and demos. They can base the score rating according to the specific sales process of the company for personalization.
Revenue360 also offers real-time sales performance insights so managers can optimize their coaching efforts. They can directly see the effectiveness of certain strategies and identify which areas need more improvement, allowing them to focus on skills that bring the most revenue.
Videos, quizzes, and simulations are also embedded into the AI coaching tool. They are designed to close the skill gaps and improve information retention of sales teams so they can display a better performance to increase revenue and prevent customer churn, resulting in business growth.
Revenue360 also boosts the productivity of sales teams through its conversation tracking and analysis. It can capture accurate details of the sales call, including the competitive mentions, next steps, pricing, and other requests made by the customer, ensuring a 360 view of the conversation.
While its solutions for sales coaching are limited, the platform's features comprehensively tackle all aspects to drive business profitability.
2 Clari Copilot
Overview
Clari Copilot empowers sales managers and representatives by centralizing all sales information in one platform. It fosters efficient collaboration among the sales team by displaying real-time data. It is purpose-built to run revenue. With unprecedented visibility and control of the entire revenue process, companies are bound to meet their KPIs when using this product for revenue conversation intelligence and sales coaching.
Features
Clari Copilot automatically generates insights on potential blockers, competitor mentions, and actionable items, allowing teams to focus on developing and implementing strategies instead of listening to endless recordings or sifting through multiple dashboards. Powered by RevGPT, it can summarize call conversations or recommend the appropriate course of action based on the context of the sales call.
As an AI coaching tool, it offers real-time battle cards and monologue alerts for sales representatives, enabling them to navigate blockages or objections easily. When handled successfully, they can highlight their achievements through game tapes, allowing others to learn from their winning strategies.
Clari Copilot also features scorecards and trends where managers can review, score, and track call performances, enabling them to identify and resolve issues among teams failing to meet the mark and causing customer churn for the company.
This AI coaching tool also has SOC Type 2 and GDPR certifications. Through role-based access, single sign-on, and active recording consent, sales teams can operate with enterprise-grade security. On its own, Clari Copilot is straightforward to use. However, combined with the main revenue platform, it can offer more solutions besides sales coaching and revenue conversation intelligence.
3 Gryphon One
Overview
Gryphon ONE is the AI coaching tool of Gryphon. Trusted by Fortune 500 companies, it seeks to turn every customer conversation into an opportunity for growth. With its delivery of real-time and AI-powered solutions, it helps enterprises maximize productivity and performance to achieve their target revenue and provide exceptional customer experiences.
Features
Gryphon ONE offers real-time sales coaching, giving cues and suggestions in context to the conversation between the sales representative and the customer. Each call is unique, as each customer has different needs. Hence, by personalizing every interaction, the sales team can improve client retention and prevent customer churn.
With its AI coaching solution, sales representatives have immediate answers to address complex questions in each conversation. This fast-tracks the learning process of each sales team member to provide a positive customer experience. Gryphone One also features scripts for sales representatives to follow, guaranteeing accurate information to protect companies from legal liability.
Post-call, the sales coaching software generates an automated report for QA teams to identify which representatives adhered to the script, and those who strayed can potentially put the company at risk due to non-compliance.
With real-time analytics, Gryphon One helps companies mitigate opportunity loss. It analyzes employee performance against established metrics to ensure revenue targets and other KPIs are met quickly. Built on over 20 years of call history, its AI coaching solutions are well-developed to solve problems blocking business profitability.
4 AI Coach by Wonderway
Overview
The AI Coach provides comprehensive and practical feedback to sales teams. Developed by Wonderway, this sales coaching assistant automatically reviews each sales call, pinpointing specific areas within the conversation. It then offers examples and suggestions for improvement.
Its primary goal is to aid sales leaders and managers in determining if the sales representative is following the sales process. By disclosing the entire conversation, they can quickly grasp the representative's strengths and weaknesses. This enables them to provide feedback based on the representative's performance.
Given the current shift to a hybrid work environment, managers often lack the time and expertise to effectively coach their representatives. Wonderway's AI coaching tool addresses this challenge by offering unbiased coaching and immediate feedback to representatives. This feedback is grounded in the fundamental principles and subtle nuances of various sales methodologies.
The AI Coach identifies the specific challenges faced by each representative and delivers customized feedback. Simultaneously, it provides a comprehensive overview for management, allowing them to evaluate the sales process and enhance their marketing strategy. This sales coaching software eliminates the need to grapple with CRM data or sift through countless calls for analysis.
Utilizing ChatGPT, Wonderway has enriched its AI coaching tool, the latest creation from the German startup driven by their fervent commitment to aiding sales teams in achieving optimal outcomes. Given the challenges brought about by the economic downturn, sales managers often find themselves grappling with a multitude of responsibilities.
Beyond furnishing coaching to their sales teams, these managers are also tasked with devising effective strategies that guarantee success. Through the utilization of the AI sales coaching tool, sales managers can: tool, sales managers can:
Collect qualitative feedback on their representatives' calls.
Save significant time by streamlining call reviews.
Offer representatives precise guidance for improvement.
Identify gaps and discern trends over time.
AI Coach stands as one of the select few tools available that comprehends context, enabling automated call scoring and coaching feedback. This sales coaching software excels in providing genuinely actionable insights for 100% of sales calls, irrespective of the scale of the sales team.
Features
Enhanced Action Points
AI Coach delivers feedback via enhanced action points. These points are impartial, actionable, and contextually tailored to the sales representative. The sales coaching software analyzes the call, precisely identifying areas where the representative can concentrate their efforts to enhance performance and elevate success rates.
The integration of an enhanced action point equips both sales managers and representatives with a comprehensive understanding of contextual nuances. This feature provides concrete examples, specific information, and supplementary insights, facilitating the practical implementation of recommended actions. While these points are automatically generated, they are adeptly tailored to match the sales representative's experience level and the contextual backdrop of the feedback.
Call Performance Scoring System
Recognizing the pivotal role of gauging success in sales calls, Wonderway has incorporated a call performance scoring system into its AI coaching tool. This addition serves to assess the efficacy of sales representatives' performances.
Operating against defined metrics such as communication skills, this system computes a score on a scale of 0 to 100 for each call. To further enhance clarity, Wonderway has introduced color-coded indications within the scoring mechanism. These color codes provide a visual representation of the sales representative's performance level-ranging from excellent and good to fair and poor.
The AI Coach excels in offering an intricate breakdown of each call, discerning instances where the representative encountered challenges or excelled in their performance. By facilitating this detailed insight, managers are empowered to provide precise and targeted sales coaching, fostering rapid enhancements in the representative's skills.
Starter Scorecards
The AI call coaching tool also incorporates beginner-level scorecards fashioned after prosperous sales methodologies like BANT, Consultative Selling, SPIN Selling, and others. These scorecards function as benchmarks for assessment, determining the degree to which the team adheres to a specified sales playbook.
Automatic Scoreboard Completion
The function of automatic scoreboard completion furnishes a comprehensive overview of the performance of sales teams during each call. This capability enables managers to swiftly identify sections that demand their attention. The AI Coach tool autonomously examines and appraises the scorecards associated with each sales team, measuring them against predetermined criteria. This process unveils the extent to which the sales playbook is followed, pinpoints potential compliance concerns, and extracts insights to enhance overall performance.
The AI sales coaching platform seamlessly integrates with existing call recording tools. Utilizing the capabilities of ChatGPT technology, AI Coach undertakes a thorough assessment of the effectiveness of a sales representative's solutions in addressing customer pain points within the context of the call. This innovation is poised to revolutionize the operations of sales teams by delivering unbiased insights, expert guidance, and actionable recommendations. These elements collectively contribute to the augmentation of sales performance and return on investment.
5 Salesken
Overview
Salesken is an award-winning platform in the field of conversation intelligence. It has consistently ranked as a leader, evidenced by the titles given by G2. It offers winning sales conversations coupled with real-time guidance. It tailors its assistance according to the services and the customers a company caters to. With AI-backed mentoring, it can train sales representatives to deliver exponential results.
Features
Salesken enables managers to share, track, and analyze the progress of each representative. It displays the proficiency level of each dimension, which covers the soft and hard skills essential to deliver a positive customer experience. Yet with real-time guidance, sales representatives have live assistance in fixing customer pain points, bridging knowledge gaps, and more.
The sales coaching software also features a call advisory in which members of the sales team get feedback after every call, saving time and effort for managers so they can focus on core operations. It also summarizes the call conversation, highlighting the key points to be referenced for the next call or sales review.
Built with omnichannel, Salesken aggregates all interactions from calls, emails, and videos and analyzes them to display lead scores, pitch scores, and intelligence, allowing the entire sales team access and gain a complete picture of their performance and assess whether they have achieved their KPIs.
Salesken also offers revenue intelligence, which gives sales managers the information to redraw their pipeline and leverage their best sales representatives to ensure closed deals. With complete visibility and AI coaching, the award-winning sales assistant ensures the delivery of exceptional customer service and business profitability.
Conclusion
The selection of the optimal AI coaching tool hinges on its overall usefulness and cost-effectiveness. These coaching tools possess equal competence in aiding sales teams to provide outstanding customer experiences, with the ultimate goal of achieving the desired revenue targets. Each tool presents a distinct advantage. Some offer comprehensive solutions, while others are specifically tailored for sales coaching purposes. It is imperative to conduct a thorough assessment based on company objectives and benchmarks to ensure a favorable return on investment (ROI).
