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What Is a Sales Coaching Platform?
A sales coaching platform is a software tool designed to help sales teams improve performance.
Generally, sales coaching platforms include features to record and transcribe calls, run practice scenarios, and develop best practice playbooks to guide reps through the sales cycle. Sales managers can then analyze call data and provide targeted feedback for each sales rep or team.
Additionally, these platforms often use AI to analyze sales interactions, offering recommendations for developing sales skills and tracking performance.
Sales coaching platforms can either be standalone tools with a dedicated coaching function, or they can be incorporated as a feature of an all-in-one software solution.
Sales leaders use sales coaching software to achieve benefits like:
- Improving sales performance to close more deals and capitalize on upsell and cross-sell opportunities.
- Closing deals faster, shortening the sales cycle, and increasing revenue.
- Creating a more unified sales message and process between reps.
- Supporting the onboarding of new hires with resources and training, ensuring that sales coaches and managers are providing effective training.
- Celebrating top reps and supporting team members who are struggling, thereby improving employee satisfaction.
Now that you know the basics of sales coaching platforms, let’s look at some top options to help you unlock the advantages we’ve covered.
Top 10 Sales Coaching Platforms to Boost Performance and Efficiency
We've tried and tested numerous sales coaching tools, and we’ll take you through our top recommendations. To help you get the most out of these platforms, we’ll dig deeper into their key features, ratings, and pricing:
1. Scratchpad
Scratchpad is an AI-powered Salesforce add-on designed to streamline pipeline management and improve CRM hygiene for B2C and B2B sales teams.
Additionally, its AI features make it a valuable coaching tool for enhancing your sales process and boosting revenue. It uses AI to provide insights and recommendations that help reps improve performance, follow best practices, and consistently capture crucial customer data correctly.
Key Features:
- AI In-line Coaching: Enables you to set up rules and processes for data capturing, with AI alerts that suggest improvements, ensuring critical information is correctly captured.
- AI Sales Agent: Scratchpad offers call recording, transcripts, and summaries with AI suggestions for improving your sales strategy. Also, create custom AI prompts to train the assistant on what to listen for.
- Deal rooms: Set up a dedicated digital sales room in Slack for each deal — a space for organized collaboration
- Zero Boards: Scratchpad provides sales reps and managers with daily to-do lists so they never forget to follow up on leads or opportunities in the pipeline.
- Unified Sales Workspace: Scratchpad brings together sales notes, tasks, Kanban boards, and more in one place — making it a centralized hub where sales professionals can easily manage all sales activities.
- Process Adherence: Scratchpad enhances process adherence by streamlining Salesforce interactions, ensuring every sales rep maintains essential processes efficiently. It offers intuitive views and workflow tiles — making it easier for sales professionals to manage and correct customer data in real-time. This is critical for maintaining the accuracy needed in Target Account Selling and CRM workflow automation.
Some of Scratchpad's other exciting features include:
- AI Sales Sheets: A spreadsheet-like view that syncs with your CRM
- Sales Notes: Syncs sales notes with Salesforce
- CRM Hygiene Monitoring: Identifies process gaps and missing data
Customer Ratings:
- G2: 4.8 (1,400+ reviews)
- Capterra: 4.9 (90+ reviews)
Pricing: You can get started with Scratchpad for free, including unlimited automations and dealrooms. Paid plans start at $24/user/month.
2. Salesforce Sales Cloud
Salesforce Sales Cloud is a CRM platform designed to help sales teams manage customer relationships, track leads, and close deals more efficiently.
This tool also offers sales coaching capabilities, suggestions, and data analysis through its Einstein AI.
Key Features:
- Einstein Copilot: Use generative AI tools to draft better emails, summarize calls, and create personalized action plans for accounts.
- Agentforce Sales Coach: Enable sales reps to practice pitches and scenarios with an AI sales coach that responds in real time and provides valuable feedback.
- Einstein Conversation Insights: Extract key moments from sales conversations regarding customer stories about your products, competitors, pricing, etc.
- Sales Team Productivity: Integrate CRM data, real-time sales activity alerts, and AI insights directly into your workflow via Slack threads.
Customer Ratings:
- G2: 4.4 (22,700+ reviews)
- Capterra: 4.4 (18,500+ reviews)
Pricing: Salesforce Sales Cloud pricing starts at $25/user/month. However, the sales coaching features are only available in the Enterprise plan and higher, starting from $165/user/month
3. SalesLoft
Salesloft is a sales data and coaching software that helps sales teams manage pipelines, forecast sales outcomes, and prioritize key buyer signals.
Its sales coaching features center around conversation intelligence and AI-driven sales performance insights.
Key Features:
- Call Transcriptions and Summaries: Access automated transcripts with key moments and topics summarized for insight at a glance.
- Conversation Analytics: Receive helpful sales coaching data based on custom Trackers like filler words, talk time, authority indicators, etc.
- Coaching Clips: Record and share best practice clips with your team.
- Performance Tracking: Follow and compare the performance of individual reps and teams with sales tracking dashboards.
Customer Ratings:
- G2: 4.5 (5,000+ reviews)
- Capterra: 4.3 (200+ reviews)
Pricing: Salesloft offers custom pricing on request.
4. MindTickle
MindTickle is a sales readiness platform — In other words, it’s a dedicated sales coaching tool. It focuses on optimizing onboarding and sales training for new hires, as well as tracking how reps improve through the coaching process.
Key Features:
- AI Training Enforcement: Create and deploy training modules, and let AI provide reps with reinforcement and practice exercises.
- Sales Content Management: Establish a centralized, searchable learning management system for training manuals and handbooks, so a sales leader can access them in any coaching session and sales reps can easily refer to them.
- Conversation Intelligence: Receive AI performance insight on sales conversation themes, scores, and custom trackers.
- Scorecards: Create forms for managers to fill out about sales representative performance and collect data on scores for both reps and managers.
Customer Ratings:
- G2: 4.7 (2,100+ reviews)
- Capterra: 4.8 (100+ reviews)
Pricing: MindTickle’s pricing is available when you request a demo.
5. Clari
Clari is a revenue operations platform for optimizing sales processes and forecasting sales performance. The suite includes Clari Copilot for sales coaching backed by sales conversation data and AI assistance.
Key Features:
- Playbooks and Battlecards: Create standardized, repeatable sales processes, which Clari Copilot also summarizes into easily-digestible bulleted cue cards (Battlecards) for quick reference.
- Call Library and Gametapes: Clari automatically records, transcribes, summarizes, and stores calls, allowing you to select your best examples as Gametapes for training.
- Scorecards: Create sales call scoring templates for managers to fill out, and track rep scores.
- Real-time Suggestions: During sales calls, Clari Copilot surfaces feedback and recommendations based on keywords and sentiment.
Customer Ratings:
- G2: 4.6 (5,300+ reviews)
- Capterra: 4.6 (300+ reviews)
Pricing: You can request a quote from Clari to receive custom pricing.
6. ZoomInfo
ZoomInfo is a go-to-market intelligence and sales execution platform that offers solutions for prospecting, talent sourcing, customer data management, and more.
In terms of sales coaching, there’s ZoomInfo Copilot, which helps interpret account data to guide sales processes, and Chorus, a conversation intelligence suite.
Key Features:
- Account Summaries: ZoomInfo’s AI uses customer data to surface key account information such as pain points, buyer intent, and next steps.
- Sales Alerts: Receive alerts for risks, opportunities, and changes, enabling sales reps to take quick action.
- Deal Analysis: Track deals won and lost, and receive feedback on trends impacting your sales success rate.
- Transcripts and Insights: Access automated transcripts along with analyses of factors like filler words, talk time, and engaging questions asked.
Customer Ratings:
- G2: 4.4 (8,600+ reviews)
- Capterra: 4.1 (200+ reviews)
Pricing: ZoomInfo pricing is available on request.
7. Jiminny
Jiminny is a revenue intelligence platform with sales coaching capabilities. Conversation intelligence and real-time feedback are its coaching specialties. Additionally, it helps teams automate and optimize workflows.
Key Features:
- Best Practice Playbooks: Set up best practices for sales reps and allow Jiminny’s AI to show your reps where they’re succeeding or in need of improvement.
- Call Insights: Receive call summaries with AI-generated customer interaction notes on concerns, engagement, and key topics.
- Risk Alerts: Get alerted when customers mention competitors or objections.
- Performance tracking: Assess rep performance and progress against custom sales goals.
Customer Ratings:
- G2: 4.6 (600+ reviews)
- Capterra: 4.2 (10+ reviews)
Pricing: Custom pricing for Jiminny is available on request.
8. Bigtincan
Another dedicated coaching software, Bigtincan (formerly Brainshark) helps teams streamline onboarding, sales content management, and customer engagement.
It does so through performance tracking and feedback functionalities, enabling sustained improvement and enhanced sales outcomes.
Key Features:
- Video Assignments: Allow sales coaches to set roleplay challenges and provide feedback and scores.
- Pitch Rehearsals: Reps can use the VoiceVibes coaching tool to practice pitches and receive AI-generated feedback around delivery, clarity, pace, etc.
- Reinforcement Tools: Set up a learning management system with training content, courses, and quizzes to reinforce best practices.
- Gamified Performance Tracking: Encourage healthy competition with leaderboards, badges, and other gamified strategies.
Customer Ratings:
- G2: 4.3 (1,400+ reviews)
- Capterra: N/A
Pricing: You can contact Bigtincan to learn more about the tool’s pricing options.
9. ExecVision
ExecVision is a standalone sales coaching and conversation intelligence platform. It aims to improve your business’s coaching efforts, using call data to identify personalized coaching opportunities and guide reps toward better outcomes.
Key Features:
- Performance Comparisons: Compare your call records against best-in-class organizations so you can refine your best practices.
- Conversation Alerts: Get real-time notifications for critical sales activity, keywords and phrases, and sales opportunities.
- Performance Dashboards: Track the effectiveness of both sales reps and coaches in a single dashboard.
- Conversation Annotations: Allow managers or peers to add notes to call transcriptions, which pop up during playback.
Customer Ratings:
- G2: N/A
- Capterra: 4.3 (300+ reviews)
Pricing: ExecVision pricing is available on request by booking a demo.
10. Outreach
Outreach is a sales execution platform offering real-time conversation intelligence, feedback mechanisms, and AI-powered coaching. It aims to help companies improve sales performance and consistency across teams.
Key Features:
- Recordings, Transcripts, and Summaries: Access call recordings and transcripts where sales coaches can create bookmarks, notes, and action items for reps to follow up on.
- Clips and Playlists: Extract your best calls or sections of calls and share them or compile them in playlists for training.
- Keyword Filters and Trends: Search calls for keywords or phrases and view data about topics that are trending.
- Feedback Cards: Create coaching cards for managers to fill out to assess reps’ calls, and view data about team or individual performance.
Customer Ratings:
- G2: 4.3 (3,400+ reviews)
- Capterra: 4.4 (200+ reviews)
Pricing: You can contact Outreach to request a custom pricing proposal.
Now, a sales coaching program can help you access incredible benefits, but only if you implement it correctly.
So, where do you start?
4 Best Practices to Improve the ROI of Sales Coaching
Based on our experience, here are the most vital tips sales leaders follow to leverage sales coaching platforms to the fullest while avoiding potential pitfalls:
- Set Goals and Plan the Roll Out: Before implementing the tool, get alignment and buy-in on what you want to achieve and how. Ensure your goals are clear and actionable. This helps create a uniform message and prevents confusion when guiding and communicating with your sales team.
- Ensure a Supportive and Encouraging Implementation: During onboarding, provide ample training on using and adopting the tool. Tell your team the tool is meant to help them improve, not surveil or punish them.
- Analyze Results and Remain Flexible in Your Approach: Study the analytics and results and adjust your sales coaching strategies accordingly. Consider how changes in your industry and overall business strategy might necessitate changes to your sales coaching tool, too.
- Keep an Open Feedback Loop: Give your sales reps regular feedback to help them improve. Also, request feedback from your team and try to address any usability issues or bugs.
And there you have it — you now know everything about sales coaching platforms, including tips on how to pick the right tool.
Still have more questions about these platforms?
We’ve got you covered!
4 FAQs About Sales Coaching Platforms
Let’s take a closer look at the sales coaching landscape and resolve any questions you may have before choosing a tool.
1. How Do You Choose the Right Sales Coaching Platform?
To choose a sales coaching platform that works for your sales team, follow these steps:
Step 1: Discuss Your Requirements
First, determine what you need out of a sales coaching platform. Consider the following:
- What key features are you looking for?some text
- Pipeline Visibility: See deal progress in the pipeline
- Video Assessments: Request mock pitches for review
- Call History: Access a sales call repository with transcripts
- Conversation Intelligence: Analyze key topics, sentiment, etc.
- AI Analysis: AI recommendations for best practices
- Playbooks: Document your sales strategy and processes
- Performance Tracking: Compare sales reps’ performance
- Does the tool integrate with other software you use?
- Is the tool highly complex or easy to use?
- What is your budget for a sales coaching platform?
Step 2: Research and Create a Shortlist
Investigate the different sales coaching platform options, taking note of the ones that meet your requirements. Shortlist 3-5 tools to assess further.
Step 3: Test the Tools with Demos and Free Trials
Try out your shortlisted tools to determine if they’re user-friendly and if the features meet your expectations.
Step 4: Get Buy-in for the Final Decision
Decide which tool best meets your needs and discuss the decision with all relevant stakeholders to get alignment and plan for implementation.
2. Who Should Use a Sales Coaching Platform?
Sales coaching tools are beneficial for personas like:
- New reps: They provide onboarding tools and sales training resources that help new hires learn the ropes and ramp up their sales skills quickly.
- Reps whose performance has plateaued: They offer insights and feedback to identify areas for improvement and breakthrough performance barriers.
- Top performers: They help high achievers refine their techniques, maintain peak performance, and receive recognition for their good work.
- Sales managers: They enable managers to effectively coach their teams, track progress, and make data-driven decisions to improve overall team performance. Sales coaches can also study the tool’s advice and use it to identify further opportunities for training their team members.
3. What Challenges Arise When You Use a Sales Coaching Platform?
If sales coaching platforms are misused or improperly implemented, a few challenges may arise, such as:
- Over-reliance on playbooks may limit reps' flexibility and creativity during sales interactions.
- Tools can be misused to overly scrutinize performance, which can discourage reps instead of motivating them.
- Complex platforms can create obstacles if they aren’t user-friendly. Implementing any platform requires careful consideration of ease-of-use, proper training, and buy-in from employees.
- Inaccurate sales data can undermine the platform’s effectiveness, so it's essential to maintain data hygiene for meaningful coaching insights.
4. How Is AI Changing the Future of Sales Coaching Software?
AI is revolutionizing sales coaching software by providing powerful tools for business intelligence data analysis and personalized coaching.
Analytical AI processes metrics like call performance and customer interaction to identify trends, gaps in performance, and opportunities for improvement. It can also provide predictive analytics for accurate forecasting.
Meanwhile, Generative AI simulates conversations, personalizes scripts, and analyses calls to offer real-time suggestions and tailored coaching.
With AI’s ability to analyze data instantly and offer precise recommendations, sales coaching is becoming more scalable and efficient.
The future also points toward more integration with marketing and customer success teams, along with gamification strategies to boost engagement.
Unlock Sales Success with Seamless Sales Coaching Integration
Sales coaching platforms help sales teams refine their skills, close more deals, and improve overall performance through data-driven insights and real-time feedback. By leveraging these tools, you can create a more consistent and effective sales process.
In our guide, we introduced you to a number of tools that could be right for your business.
Here’s a tip: If you’re already using Salesforce CRM, you can integrate it with the Scratchpad plugin for sales coaching purposes and to streamline your sales processes.
Scratchpad allows for easier data capturing, custom workflows, and effective pipeline management in Salesforce. It also keeps your data clean and boosts sales representative performance and satisfaction.
Try Scratchpad for free today to enhance customer engagement and boost sales!
