How AI Supercharges Your Call Coaching Strategy

"Good salespeople are not born, they are trained," according to 35-year sales development industry veteran Dave Kurlan.

There is data to back this up. Studies have shown that companies with a formal sales coaching and training process reach 91.2% of their sales quota. Also, organizations with a coaching program see 7% greater revenue year over year.  

The evolution of artificial intelligence (AI) has created better tools for successful sales coaching. It has revolutionized sales training and coaching programs by making it more personalized, data-driven, and interactive. It enables sales teams to continually improve their skills and adapt to changing market dynamics, leading to better sales performance and higher revenue generation. 

This blog will dive into how you can leverage AI in your sales call coaching strategies. Let’s get started. 

What is Call Coaching?

The goal of sales call coaching is to improve the outcomes of individual sales phone calls. Call coaching includes active listening and communication skills, building rapport, managing objections, and closing deals. 

Call coaching is a highly personalized process. Experienced sales leaders work one-on-one with their sales team to help each person improve their performance and achieve their sales goals. 

If you’re exploring a sales call coaching initiative, you may appreciate our blog, How to Get Started with Call Coaching. 

Challenges of Traditional Call Coaching

Sales call coaching is crucial to improving performance and driving sales results. Yet, traditionally, there are challenges that organizations must address to be effective. These include: 

• In the past, sales coaching was time-consuming.  Coaching individual calls and providing customized feedback can take a lot of time. This is a problem for busy sales managers. Finding the time to dedicate to coaching can be a challenge. 
• Sales coaching wasn’t scalable: As sales teams grow, providing personalized coaching to each salesperson becomes increasingly challenging. Also, maintaining consistent coaching quality across a larger team can be a significant challenge.
• Sales coaching can be too subjective. Traditional sales call coaching often involves subjective assessments. What one sales leader considers a successful approach, another may view differently. This subjectivity can lead to inconsistent feedback and confusion among sales reps.
• Sales coaching was traditionally reactive. When sales managers evaluate calls, their reps are in a reactive state rather than a proactive one. This may cause reps to feel disconnected from the importance or need for sales coaching. They may resist receiving feedback if they perceive it as criticism.

Developing a coaching culture that values feedback, continuous improvement, and open communication can reduce these challenges; that’s why successful sales coaching is consistent, proactive, and efficient. Sales leaders can invest in digital tools and technology to analyze calls and provide insights to streamline and enhance the coaching process. 

Benefits of AI for Call Coaching

This type of coaching culture is easier to achieve when sales leaders incorporate AI-driven tools. These innovative software solutions bring many benefits to the table. Here are just a few.  

• Efficiency: With transcription, tagging, and sentiment measurement, AI reduces the time and effort required for reviewing individual calls. Many of these routine tasks are automated so sales leaders can spend time on more essential duties. 
• Continuous Improvement: AI allows sales leaders to identify and track individual and team KPIs in call quality and outcomes over time and adjust coaching, ensuring ongoing development.
• Real-time Insights: Sales leaders can measure real-time results via tools like tagging and keyword alerts so they can step in and support their team when needed.
• Self-coaching Opportunities: Individualized feedback and improvement suggestions help sales reps adjust their delivery. This clarity of insight and evaluation fosters a culture of continuous learning and self-improvement.

• Scalability: AI can quickly analyze a large volume of calls, making it simple to provide coaching and insights to a large sales team, even as it grows.
• Enhanced Training: Customized insights allow sales managers to focus on strategic coaching rather than administrative tasks like transcription or call recording.

Call coaching tools with AI allow sales leaders to significantly enhance their teams' consistency, efficiency, and performance by providing data-driven, scalable, and personalized coaching solutions. Let's look closer at Calldrip's Call Coaching software, which delivers all these benefits. 

Calldrip’s AI Call Coaching Software

Thousands of companies use Calldrip’s solutions for AI-powered rapid lead response, call tracking and monitoring, and sales coaching. Some of the features provided in the software include: 

• Call scorecards developed over decades of experience and incorporating KPIs identified as integral to sales success. 
• Sentiment analysis and keyword spotting leveraging AI to evaluate each call and provide a clear summary and actionable insights. 
• Automated transcription and call summaries so sales leaders can review an entire day of calls and dive deeper into individual calls when needed.

Calldrip’s call coaching software works with their call monitoring tools, which makes delivering and analyzing daily call summaries and transcriptions easy and efficient. Watch this short video to learn how to take your sales team to the next level:

Case Study Highlights

To demonstrate the power of sales coaching, Calldrip conducted an independent study of 15 random car dealerships and scored over 1,200 sales calls. The KPIs included basic performance metrics like a proper introduction, identifying the shopper’s needs, inquiring about their trade-in, and setting an appointment.

We found that out of 1,215 conversations, sales reps asked about a trade-in, only 164 calls, about 14%. 24% (297) of the conversations resulted in an appointment. However, 42% of the calls that discussed a trade-in resulted in an appointment. From this, we can conclude that the likelihood of setting an appointment increases when a salesperson asks about a trade. This simple insight delivered through AI-driven sales coaching software can help a sales team be more successful immediately. 

Smart sales leaders know that coaching can transform a team. It creates a culture of continuous improvement in a supportive environment. It improves the customer experience, boosts sales, reduces churn, and optimizes team resources. 

AI has the potential to revolutionize a coaching program by offering data-driven, scalable, and personalized insights into every sales call. 

AI-driven sales coaching software is a valuable tool for any sales leader. It will help your entire sales team become better at their jobs.

Book a demo today to explore the benefits of Calldrip's AI-powered sales coaching software!