Criza Sales Coaching (2025)
Managerii nu au timp să asculte calls, reps nu primesc feedback actionable, performanța stagnează:
Probleme Coaching Manual
- ⏰ Manager bandwidth: 1 manager la 8-12 reps - imposibil să asculte toate calls
- 🎲 Sample bias: Ascultă doar 2-3 calls/rep/lună (nu reprezentativ)
- 😴 Delayed feedback: Review sâmbătă, feedback luni - prea târziu
- 📝 Subjective: Fiecare manager evaluează diferit (inconsistent)
- ❌ 43% reps nu primesc niciun coaching în Q1 2024 (Gong)
Impact Lipsa Coaching
- 📉 48% reps miss quota (CSO Insights 2024)
- ⏱️ 5-6 months ramp time new AE (vs 3-4 cu coaching AI)
- 🔄 35% churn sales reps anual (expensive)
- 💰 $115k cost per failed new hire (lost productivity + recruiting)
- 🎯 Top 20% reps produce 80% revenue - gap între top/bottom huge
Conversation Intelligence Leaders
Gong.io (Market Leader)
Revenue intelligence platform - call recording + AI analysis
- ✓ +35% win rate coached reps
- ✓ 4000+ customers (LinkedIn, HubSpot, Shopify)
- $7.25B valuation (2021), $400M ARR
Chorus.ai (ZoomInfo)
Conversation analytics pentru deal intelligence
- ✓ -28% ramp time new reps
- ✓ +25% larger deal sizes
- Acquired de ZoomInfo $575M (2021)
Clari Copilot (fosta Wingman)
Real-time sales assistance + post-call insights
- ✓ Live battle cards în call
- ✓ Auto-detect competitor mentions
- Acquired de Clari (2022)
Salesloft Conversations
Call recording + coaching insights integrated în cadence
- ✓ +49% reply rates coached reps
- ✓ 5000+ customers
- $2.3B valuation
Kallina Sales Coaching AI
Real-Time Assistance
- 🎤 Live Transcription: Conversație transcrisă real-time în call
- 💡 Smart Prompts: "Ask about budget" când prospect menționează investment
- 🛡️ Objection Handling: Popup cu best response când prospect zice "too expensive"
- 📊 Battle Cards: Competitor comparison auto-display când menționează rival
- ⚠️ Risk Alerts: "Red flag: stakeholder mentions other vendors evaluating"
- 📝 Next Best Action: AI sugerează next question bazat pe conversation flow
- ⏰ Talk Time Monitor: Alert dacă AE vorbește 70%+ (ar trebui asculte)
Post-Call Analytics
- 📈 Call Score: 0-100 bazat pe: discovery questions, objection handling, close attempt
- 🎯 Key Moments: Timestamped highlights (pricing discussed, competitor mentioned, close)
- 😊 Sentiment Analysis: Prospect era engaged/neutral/frustrated?
- 📊 Talk Ratio: Rep 30% / Prospect 70% = ideal (AI tracked)
- ❓ Questions Asked: Discovery questions count - top reps ask 11-14
- 🚩 Missed Opportunities: "Prospect mentioned timeline dar nu ai asked when"
- 🏆 Best Practices: Compare cu top 10% performers - ce fac diferit?
Coaching Insights Dashboard
Rep Performance
- • Win rate per rep
- • Average call score
- • Talk/listen ratio
- • Objection handling success
- • Discovery thoroughness
Team Trends
- • Most common objections
- • Competitor mentions frequency
- • Avg deal size by industry
- • Best performing messaging
- • Loss reasons patterns
Coaching Priorities
- • Reps needing help (bottom 20%)
- • Skill gaps per rep
- • Training module recommendations
- • Call reviews scheduled
- • Improvement trajectories
Automated Coaching Programs
New Rep Onboarding (Weeks 1-8)
Week 1-2: Call Shadowing
AI curates 20 best calls din top performers. New rep listen, AI highlights key moments.
Week 3-4: Mock Calls
AI role-plays prospect, new rep practice. Instant feedback pe pitch, objection handling.
Week 5-6: First Live Calls
Real-time prompts în call. Post-call scoring. Manager review doar calls cu score <60.
Week 7-8: Autonomous
Rep independent, AI monitoring. Weekly coaching session cu manager bazat pe AI insights.
Impact Metrics - AI Coaching vs Manual
Win rate coached reps (Gong data)
Ramp time new AE
Average deal size (better discovery)
Manager time pe call reviews
Calls analyzed (vs 2-3/month manual)
Reps hit quota (vs 52% fără AI coaching)
Top 5 Coaching Focus Areas
1. Discovery Question Quality
AI tracks: "Tell me about..." vs "Have you considered..." (open vs closed)
Top reps ask 11-14 discovery questions. Bottom reps: 3-5.
2. Talk/Listen Ratio
Ideal: Rep 30-40% / Prospect 60-70%. AI alerts dacă rep talks 60%+
Common mistake: pitch mode vs consultative discovery
3. Objection Handling
AI detectează "too expensive", "send proposal", "call you back" → score handling
Train reps cu winning responses din top performers
4. Next Steps Clarity
AI verifică: call ended cu clear next step? (date, time, action)
Vague "I'll follow up" = red flag. Specific calendar invite = green.
5. Champion Identification
AI detectează: "Who else is involved?" asked? Multiple stakeholders mapped?
Single-threaded deals (1 contact) have 40% lower close rate
Prognoză 2026-2030
AI coaching devine mandatory pentru sales teams 20+ reps
ROI evident: coached teams 2x quota attainment vs non-coached. 80% adoption rate
Real-time coaching prompts în 90% calls - AI co-pilot standard
AE nu mai merg în call "solo" - AI assistant always on, suggesting next questions
AI poate predict deal outcome cu 90% accuracy din first 2 calls
Managers intervene early on at-risk deals bazat pe AI red flags
AI poate coach reps mai bine decât majoritatea sales managers
Manager role devine "AI orchestrator" - manage insights, nu manual call reviews
+35% Win Rate cu AI Sales Coaching
Demo gratuit în 15 minute. Vezi cum Kallina analizează conversații real-time, oferă prompts în call și crește performanța echipei cu coaching intelligent.