Sales training has evolved considerably over the years.
In the 50s, you had sales coaching in the form of audio vinyl records and cassettes.
The 70s was the period of video-based sales coaching.
Then came the era of CRMs, which led to the downfall(almost) of sales training. Companies did not give due attention to sales training as they believed that CRM was the silver bullet to solve every sales problem, including relieving the pressure of all the salespeople in the company.
However, there was one thing that CRMs could never replace – human selling skills. When businesses found this, they realized the importance of sales training once again and started investing in sales training software.
Sales training software enables sales managers and reps to analyze sales calls. It is mainly used to refine the reps’ techniques and improve conversion rates. The tool also helps establish a practice of continuous training by offering a rich repository of recorded sales calls. The goal of sales training software is to:
But a simple sales training software was insufficient to train reps at scale. Companies yearned for something more intelligent and advanced that was based on real customer calls. They no longer wanted a tool that could only record conversations and offer access to call data.
Long story short, the sales enablement leaders needed a training software that could offer:
“Necessary coaching intelligence based on real customer calls to offer personalized training to the reps.”
In other words, they needed a conversation-intelligence-based sales training software!
A conversation-intelligence-based training tool uses the actual performance of a salesperson in the context of real sales. It distinguishes itself from a typical training software by automatically analyzing and extracting patterns across your customer calls and highlighting the techniques of winning sales reps for other reps to learn. These tools are turning the whole sales training ecosystem upside down and creating a significant impact on the reps’ performance, something historical user-guided training could never achieve.
Some of the key features of a conversation-intelligence-based sales training software include customized scorecards, playlists of calls and snippets, performance dashboards, and shareable comments and moments.
Top Sales Training Software
Here are some of the top platforms in the world of sales training with a focus on conversation intelligence.
Rafiki is the #1 sales training software on our list that enables managers to ramp up their rep training process by offering direct visibility into the sales behaviors of the team. It helps in designing relevant and personalized training programs by allowing you to see successful and the not so successful conversation patterns.
It not only delivers valuable insights at scale but also empowers reps with exactly what they need and when they need to increase sales effectiveness and close more deals. Thanks to its powerful AI capabilities, Rafiki can transcribe interactions and identify coachable moments and opportunities for upselling, cross-selling, etc.
Check out the complete list of features here.
The next software on our list is Gong, which has carved a name for itself as the preferred choice for many large organizations. The platform offers a rich feature set that helps in comparing reps’ performance against each other and industry benchmarks. It is quite adept at highlighting the areas of improvement for each individual member of your team. Like every other tool in this list, Gong is fueled by a robust AI engine that analyzes sales calls and gives you and your team inputs, such as which topics result in better responses, how to handle objections, etc.
Contact the Gong team for pricing details.
With Avoma, sales managers no longer have to guess how their team is performing or where training may be needed. The data gleaned from Avoma will laser-focus your coaching plan. It will also ensure that every rep in your team is utilizing the most effective sales approach. Avoma effectively transcribes and analyzes every rep’s customer interactions and highlights successes and opportunities for improvement. It also offers powerful insights on exactly where to coach for the highest impact.
Wingman is also backed by AI technology that not only serves as a sales enablement tool but also as excellent sales training software. With Wingman, managers can instantly identify what top sales performers are doing differently. They can then use it to create an effective sales training strategy. It is the ideal choice if you wish to reduce the ramp-up time of training and replicate successful sales behaviors across the sales team. The platform enhances the productivity of your reps, builds better customer relationships, and improves overall sales communication.
ExecVision helps improve the sales performance of the reps and boost revenue through data-driven training. It claims to be the bridge between insights and performance, as it offers an array of valuable insights from customer conversations and helps improve reps’ decision-making skills. The platform records, transcribes, and analyzes calls at scale. It even identifies untapped opportunities and key areas where coaching is needed for the reps. You can plan tailored 1-on-1 sales training and accurately track individual rep performance metrics.
Contact the Execvision team for pricing details.
Chorus is another coaching platform that blends sales coaching, sales training, and conversation intelligence to help businesses forge a culture of sales excellence. With this platform, you can instantly boost revenue by increasing the reps’ knowledge of the most effective sales behaviors.
Chorus equips managers with data-driven sales coaching and automated workflows. This empowers the managers to tailor the learning paths for different reps based on their profile, performance, and needs.
Contact the Chorus team for pricing details.
Conversation intelligence has completely transformed the sales training process by offering deep call insights to improve onboarding, productivity, and performance of sales reps. Regular sales training software will not get you the buy-in you’re looking for. as it doesn’t offer complete visibility into what’s happening with your team. It eliminates the chances of designing a personalized training strategy for all your reps.
On the other hand, using conversation intelligence software like Rafiki gives you access to actionable insights that allow for self-diagnosis, self-coaching, faster onboarding, and skill development.
A sales training software like Gong or Chorus might be justified for Fortune 500 companies. But most of the training features offered by these tools are overkill for small and medium-sized businesses. Rafiki not only offers all the features offered by these tools (plus some unique features of its own) but offers them at a fraction of their cost.