Is AI a useful sales coach?

In Sales in particular, there are fantastic opportunities for self-led coaching for BDRs and AEs, and for anybody involved in sales calls. Which, given the context is brilliant:

👉 Sales managers constantly bemoan the fact they don’t have time to engage in coaching as much as they would like.

👉 Sales team members constantly complain that their managers don’t invest as much time in coaching as they would like to receive.

For the first time, we can do a brilliant job on our own. We should expect direct, personal feedback from other people joining our calls (and this should go both ways, ICs giving managers feedback), but there is a lot we can do outside of this.

1️⃣ If you’re using a call recording platform (Gong, Glyphic, Jiminny, Fathom, …), then you have the ability to use the built in AI to query individual calls, deals and even all calls. You can ask it for strengths and weaknesses on a given call or across a deal. You can ask it for the best question your team used in Discovery in the last two weeks. If you don’t have call recording, go get it.

<a href="<a href="https://chatgpt.com/g/g-687920660bb081919d9ff407269de7c0-ben-miller-discovery-coaching">https://chatgpt.com/g/g-687920660bb081919d9ff407269de7c0-ben-miller-discovery-coaching</a>">2️⃣ You can download transcripts into other tools for further analysis (e.g. my Custom GPT for Discovery training</a><a href="<a href="https://chatgpt.com/g/g-68b0393f79a48191b1fb2b3b4568e9f3-ben-miller-demo-coaching/c/68b69f5f-c808-8333-a724-fe12f26f639d">https://chatgpt.com/g/g-68b0393f79a48191b1fb2b3b4568e9f3-ben-miller-demo-coaching/c/68b69f5f-c808-8333-a724-fe12f26f639d</a>">or Demos</a>). Similarly, you can import notes, emails, internal documents and call recordings in order to get feedback.

Everyone is responsible for their own development. It has never been acceptable to delegate that responsibility to your manager – only you can lead your own learning – but today it is so easy. You just need to make the time.

Create an easy to achieve habit, don’t bite off too much.

➡️ After my first call of the day, I will spend five minutes asking these three questions of the AI.
➡️ I will dedicate 30 minutes on Wednesday morning to review three calls from the previous five days, and whatever the AI tells me is my key area for development, I will focus on that the following week.
➡️ I will evaluate one new tool every month.

Or whatever works for you.