Best Sales Coaching Software
Sales coaching software gives salespeople and managers the ability to analyze sales calls to help refine technique, establish best practices, and improve sales close rates. Sales coaching tools enable continuous training with features such as conversation intelligence, live feedback from observers, and the signalling of upsell or close opportunities. These platforms may also provide a repository of previously recorded sales calls, as well as a list of upcoming sales deals in the pipeline. This provides greater visibility over which sales calls may have a direct influence over revenue. In some cases, live feedback or review is offered by a third-party representative or artificial intelligence. With help from these tools, teams can reduce ramp time by quickly identifying areas for improvement and aligning the messaging and approach among client-facing salespeople.
Sales coaching software is a natural complement to sales training and onboarding software which trains new hires and provides continual training through role playing, skills assessments, and microcourses. Sales coaching software may integrate with outbound call tracking software to streamline cold dialing and lead follow-up calls, and integrate with or share features of video conferencing software for joint or observed calls with clients. These tools may also integrate with sales enablement software and sales performance management software so sellers can access relevant resources and receive feedback on their overall success respectively. Emails and calls captured within a sales coaching platform will often be tied to customer data in the company’s CRM software.
To qualify for inclusion in the Sales Coaching category, a product must:
Featured Sales Coaching Software At A Glance
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Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and a
Gong is a Revenue Intelligence Platform designed to record, transcribe, and analyze every interaction, providing insights into sales deals and customer conversations. Reviewers like the AI features that summarize calls, assist with follow-ups, and provide valuable insights, as well as the platform's ease of use and integration with other systems. Users experienced issues with the platform's search functionality, occasional bugs, and a complex initial setup, and some found the amount of data and features overwhelming.
7,611 Twitter followers
Accelerate revenue from pipeline to paycheck with Salesforce Sales Cloud - your complete growth platform that brings together the power of humans with agents at every step of the sales cycle. Boost pr
Salesforce Sales Cloud is a customer relationship management platform that centralizes sales processes, customer data, and interactions. Users like the platform's flexibility, automation features, and detailed reporting, which reduce manual effort and provide real-time visibility into performance. Users reported that Salesforce Sales Cloud can be complex and overwhelming for new users, with a steep learning curve and potentially high costs for additional features and support.
580,855 Twitter followers
Fathom is a free app that instantly records, transcribes, and summarizes your Zoom, Google Meet, or Microsoft Teams meetings so you can focus on the conversation instead of taking notes. Receive accur
Fathom is an AI note-taking tool that automatically generates transcripts and summaries of meetings, integrating with platforms like Zoom and Google Meet. Users frequently mention the accuracy of Fathom's transcriptions, its ability to focus on relevant meeting points, and the convenience of automatic note-taking, allowing them to stay fully engaged in discussions. Users reported occasional technical issues such as the app not loading automatically, difficulty adding it to meetings ad-hoc, and confusion over privacy settings, as well as a desire for more anonymity when using the tool in meetings.
2,506 Twitter followers
Substrata analyzes behavioral data to uncover attitudes, emotions, intentions and power dynamics, helping dealmakers sell smarter and close more deals.
Substrata is a tool for relationship intelligence, stakeholder analysis, and enhancing the quality of revenue-driven sales strategy decisions, providing analysis of conversation with buyers to provide signals of engagement and uncover hidden intent of the buyer. Reviewers appreciate Substrata's ability to provide deep behavioral insights, accurate intelligence, and relationship mapping that inform strategic revenue decisions, enhance email tracking approach, and boost deal wins. Users experienced data gaps, poor dashboard customization, slow loading of insights, and overwhelming advanced analytic's in Substrata, and they also found the initial setup process and learning curve for new users to be challenging.
521 Twitter followers
Mindtickle is the market-leading AI-powered revenue enablement platform that combines on-the-job learning and deal execution to drive behavior change and get more revenue per rep. Mindtickle is re
Mindtickle is a platform designed to gamify sales enablement, provide technical insights into performance, and serve as a tool for housing digital course content and running live courses. Reviewers like the Competency Highlights dashboard for its transparency, the Coaching Rooms for their efficiency, the strong AI support, the analytics feature for creating custom dashboards, and the responsiveness of the Mindtickle team. Reviewers experienced issues with the volume of content in the Continue section, navigation between the main learning feed and the coaching rooms, slow loading times, minor bugs, lack of customization in reports, difficulties with Google integration when uploading content, and outdated home access pages.
5,791 Twitter followers
ZoomInfo Chorus is an AI-powered Conversation Intelligence platform designed to enhance customer engagement by capturing and analyzing interactions across various communication channels, including pho
23,509 Twitter followers
Nooks is the Agent Workspace for intelligent outbound. We pair human judgment with AI execution so reps spend less time on busywork and more time building real relationships that turn into pipeline.
382 Twitter followers
SmartWinnr is an AI-driven sales enablement platform built to help large enterprises train and certify customer-facing teams at scale. The platform combines AI-powered roleplays, personalized learning
1,053 Twitter followers
Jiminny is the conversation intelligence platform designed to help Revenue Leaders capture and analyze critical go-to-market insights across video, voice, and email. This innovative solution automates
388 Twitter followers
Balto is the AI workforce for the contact center. Balto delivers a complete contact center solution in a single license, uniting best-in-class Agent Assist, QA, Compliance, Coaching, Notes, and Ins
247 Twitter followers
Allego is the market-leading revenue enablement platform teams trust and love. Across the customer lifecycle, Allego helps revenue teams close deals, hit their number, and stay aligned through change
Allego is a learning management system (LMS) that provides a platform for sales enablement, content sharing, and digital selling. Users frequently mention the ease of use, intuitive interface, and the platform's ability to centralize sales enablement and coaching, as well as its seamless integration with other systems. Reviewers mentioned issues with the platform's search functionality, occasional lagging, and a desire for more integrations with other platforms and applications.
1,062 Twitter followers
Planning and incentives in sync—finally. CaptivateIQ is the only modern platform that brings quota, territory, headcount, and compensation into a single, AI-powered workspace—built for agility, ali
CaptivateIQ is a platform that provides commission tracking and management, allowing users to view and understand their earnings and performance. Reviewers appreciate CaptivateIQ's ease of use, transparency, and the ability to provide real-time data, which aids in making informed decisions and strategizing effectively. Users mentioned that the platform can be overwhelming due to the amount of information it provides, and some found the reporting functions and dashboard creation to be confusing and not very user-friendly.
606 Twitter followers
Salesken.ai is a Sales AI platform designed to enhance sales team performance while lowering acquisition costs. By offering real-time cues during conversations, the tool empowers sales reps to engage
122 Twitter followers
Spiky is an AI-powered conversation intelligence platform designed to help sales teams enhance their performance by analyzing customer interactions and providing real-time, actionable insights. This i
239 Twitter followers
Salesloft powers durable revenue growth for the world’s most demanding companies. The industry-leading Revenue Orchestration Platform uses purpose-built AI to help market-facing teams prioritize and t
18,474 Twitter followers
Learn More About Sales Coaching Software
What is Sales Coaching Software?
A sales coaching software allows executive sales teams to analyze sales calls and identify proactive ways to improve both general sales tactics and the overall relationship with a particular client. This software allows users to improve their technique with two main features: call audio recordings and call video recordings.
Call audio recordings generally come with call transcriptions that allow users to identify critical talking points they brought up during a call or points they missed. This allows sales representatives to identify what talking points were effective. Video recordings can be equally effective as it can allow sales representatives to analyze their body language or general cadence as they pitch to potential clients. Used together, both video recordings and audio recordings allow sales representatives to consistently refine their technique and see success through more effective sales pitches.
What Types of Sales Coaching Software Exist?
Standalone sales coaching software
Standalone sales coaching software is often a point solution that is intended specifically for the use case of sales coaching. These solutions often come with video coaching, audio recording, and call transcription features but not much else.
All-encompassing sales solutions
Some sales coaching software are packaged as modules as a feature of a larger sales acceleration solution. These all-encompassing solutions generally have features for sales enablement, sales engagement, sales training and onboarding, email tracking, and any additional features that can accelerate sales.
What are the Common Features of Sales Coaching Software?
The following are some core features within sales coaching software:
Sales pipeline: A core feature of most sales coaching software is sales pipeline features. Sales pipeline features allow users to see all sales deals that are currently in the pipeline. If a sales representative sees a deal in the pipeline they may go back to past conversations with that customer or prospect and identify what matters the most to the customer as well as the most obvious pain points. This makes conversations much more effective with customers.
Video coaching: Video coaching features allow users to coach sales representatives by assigning them video assessments. Video assessments prompt sales representatives to record themselves on video while they perform a mock pitch. After recording themselves, sales representatives send the video over to their managers to be assessed. Video coaching features provide managers with an easy way to score the sales representative’s pitch and provide feedback.
Machine scoring: Machine scoring is an artificial intelligence (AI) embedded feature that automatically scores the overall performance of a sales call or video coaching assessment. Machine scoring features automatically transcribe a sales call and identify if key topics were covered, or if the speaking rate was good, and that all emotions exhibited were positive throughout a call.
Sales call library: Sales coaching solutions generally provide a library or repository of past recorded sales calls. By having access to a wide range of past sales calls, new sales representatives easily access calls that were successful and use them to improve their overall sales pitches.
Conversation intelligence (CI): CI features are almost always found in a sales coaching solution. CI records, transcribes, and analyzes sales calls. By analyzing sales calls, it identifies keywords and topics of conversation so users can quickly jump to those points in the recorded sales calls and further derive valuable insights.
Other Features of Sales Coaching Software: Coaching Card Capabilities, Competition Capabilities, Playbook Creation Capabilities
What are the Benefits of Sales Coaching Software?
Increase sales revenue: One of the main goals of deploying sales coaching software is to increase overall sales revenue. By analyzing past calls and identifying what worked and what didn’t, sales representatives can refine their sales tactics and strategies. This improves the overall success of future sales calls and potentially increases overall sales revenue.
Onboarding: Sales coaching software makes onboarding more efficient for new sales representatives. Sales coaching software provides a repository of recorded sales calls that new sales representatives can take a look at during their onboarding process. By looking through these recorded sales calls, new sales representatives see how seasoned sales representatives at a company pitch the product and, which tactics were the most effective. This reduces onboarding time for new sales representatives and increases the chances of their first few calls being more successful.
Consistent messaging: Sales coaching software helps to establish consistent messaging across all sales calls. One of the key ways to improve sales strategies is to establish a common message across all sales calls. This common message allows all sales representatives to pitch the product they are selling with consistent brand messaging that has been proven to be successful in the past. Having a consistent message also allows sales representatives to come prepared for every sales pitch without having to change up messaging every single time.
Who Uses Sales Coaching Software?
Sales coaching software helps unify sales managers or top sellers with the sales representatives who are still perfecting their craft:
Sales managers: For managers or team leads, sales coaching software offers timely insights and metrics to shape feedback for specific employees and the team as a whole. With instructor-led training, managers provide the necessary feedback to strengthen team performance and see improved customer satisfaction and revenue growth.
Sales representatives: For the general sales team, ongoing sales training is the ideal way to improve confidence and technique en route to hitting sales goals and collecting higher commissions. With features such as voice transcription and recorded sales calls, sales representatives can review their sales pitches and continuously improve their sales techniques.
Software Related to Sales Coaching Software
A well-oiled sales floor often involves several solutions built around sales training, performance measurement, and timely assistance. This is in addition to basics like CRM software. Below are some examples of software that supplement sales coaching software at one or more points in the journey:
Sales training and onboarding software: Sales training and onboarding software is designed for the education and ramping of new hires. These involve components, such as product or brand messaging, sales call scripts, and virtual role playing, that help sales representatives get comfortable selling a particular offering. Though there will inevitably be pain points and opportunities for coaching, these learning applications can get new hires up to speed and prepared to hit the floor running.
Sales analytics software: Sales analytics software provides an up-to-date perspective on sales goals, general efficiency, and other aspects of the business process. The dashboards that are assembled in these programs are valuable for managers to gauge the health of the operation and adjust the strategy or staffing as necessary. Dashboards are also displayed on sales floors to give the entire team an updated view of their critical numbers so they know where they stand, when or where to improve, and when to celebrate.
Sales enablement software: Marketing collateral is an important tool for any salesperson. Sales enablement software gives salespeople easy access to playbooks, product descriptions, and scripts so they can study and practice their sales techniques around this company knowledge. These tools are also useful during sales meetings or pitches with customers to help present the most valuable information and bolster product knowledge during critical moments.
Challenges with Sales Coaching Software
Time spent on building playbooks: One of the major features that get included with most sales coaching software is the ability to create sales playbooks. This allows users to create a step-by-step process for pitching to a client. A potential pitfall is creating too many playbooks which makes it very easy to become disorganized and buried under overdue tasks and activities. Every pitch does not need a fully fleshed-out playbook which may take up a lot of a sales representatives’ time.
Protecting buyer privacy: A lot of sales coaching solutions offer video recording, which allows users to record every sales call with a potential buyer. This may feel invasive to the client, especially if they don’t know they’re being recorded. The wise thing to do is choose a solution that allows users to clearly state that the buyer is being recorded so they are aware of the situation and can opt out of the call.
Which Companies Should Buy Sales Coaching Software?
Companies that have enterprise sales teams: The most common use case for sales coaching software is for companies that have enterprise sales teams. Enterprise sales teams generally sell over video calls or audio conference calls, as a part of a long sales cycle. This sales cycle can take anywhere from one month to a whole year. Sales coaching software can help these teams constantly refine their sales technique as they analyze their cadence over sales calls.
How to Buy Sales Coaching Software
Requirements Gathering (RFI/RFP) for Sales Coaching Software
While there aren’t necessarily stark differences between any two sales coaching software, some offerings do provide more or less functionality, and some software are geared towards certain industries. Buyers can narrow down their choices to choose the software that best suits their needs.
Compare Sales Coaching Software Products
Create a long list
Long lists are created by eliminating software options that do not provide critical functionality. To make a long list for a sales coaching software, a buyer should look at the following functionalities and deem which products provide the necessary functionality:
- Video recordings
- Audio recordings
- Machine scoring
- Sales pipeline tracking
- Call transcriptions
- Sales onboarding and training
- Sales playbook creation
- Manager review scorecards
- Sales rep gamification and leaderboards
- Sales coaching knowledgebase
Create a short list
Once a buyer has narrowed down their list from the following functionality above, it’s then important to get even more specific requirements. For example, some sales coaching software are intended for financial or high tech sales, while others are for insurance sales, travel sales, etc. If the company is in a very specific vertical, the buyer must look for a solution that caters to their specific needs.
Conduct demos
Demos are one of the most important stages in the buying journey. This allows a buyer to sit through an actual product demo and see if the product matches all of the requirements. To make sure the demo runs smoothly, buyers must ensure that the vendor has all of their requirements beforehand so they can showcase their features properly. Some of the critical features that should be showcased in a product demo include video recording, call transcriptions, and audio recording, as these are the cornerstones of any sales coaching software
Selection of Sales Coaching Software
Choose a selection team
It’s essential to have input from the end users of the software before making any purchasing decisions. Businesses must create a small selection team for sales coaching software. It’s important to get input from sales managers as team leads understand what’s critical for the training of the sales representatives they manage. It’s also important for a few sales representatives to demo some potential products and get their input on what features they like or what they need to improve their selling skills. This will allow a conversation where people can voice their concerns and conclude on the software that best fits the team’s needs.
Negotiation
When it comes down to the negotiation stage it’s important to consider implementation and training costs. Once a buyer ensures that all other requirements are met, the last stage is ensuring that workers are properly trained on the new software. This should be included in the price of the software, especially if it’s a recurring revenue cost.
Final decision
After the negotiation stage is conducted, the final decision requires buy-in from everyone on the selection team. It’s important to get everyone on the same page to ensure that all requirements are met and the final decision is supported by everyone involved.
What Does Sales Coaching Software Cost?
There are a few factors to note when it comes to the cost of sales coaching software. The pricing of sales coaching software is generally run on a software as a service (SaaS) model. This means that the software is a subscription, and businesses must pay a monthly fee to use it. Pricing also depends on the number of seats being purchased. This is generally dictated by the number of sales representatives that have their login and account on the software. The more seats purchased, the higher the price will be every month. The price of a sales coaching software varies heavily depending on if it is a standalone product that focuses only on sales coaching versus a product that offers sales coaching features as a part of a larger sales enablement solution.
Standalone sales coaching solution pricing: Since these are point solutions they are often cheaper than all-encompassing sales solutions. Generally, the price of a standalone solution is anywhere from $300-$2,000 a month depending on the number of seats purchased.
All-in-one sales coaching solution pricing: As stated previously, some sales coaching software are packaged as modules as a feature of a larger sales acceleration solution. These solutions can cost anywhere from $800-$5,000 a month depending on the number of seats needed.
Return on Investment (ROI)
Businesses that implement sales coaching software generally see a return on their investment within a year. After a year. Below is the breakdown of the estimated time to ROI according to our review data on G2 as of December 4, 2020:
- 41% of buyers see an ROI in 6 months or less
- 31% of buyers see an ROI in 7-12 months
- 17% of buyers see an ROI in 13-24 months
- 11% of all other buyers see an ROI from 24 months onwards
