Don’t Let AI Pass You By:
The New Era of Personalized Sales Coaching & Development

Speakers:

Brendan Sweeney, VP of Sales at Allego

Brendan joined Allego in 2019 on the Mid-Market team tasked with expanding Allego’s footprint in key verticals. He is now responsible for a segment of the Allego market across North America and is thrilled to be leveraging the technology that he sells every day in his own sales process.

Devyn Blume, Sr. Account Executive at Allego

Devyn is a Sr. Account Executive at Allego with 8 years of experience in sales, specializing in consultative selling and client relationship management. Throughout her career she has excelled in driving revenue growth, building strong customer partnerships, and leveraging sales technologies to streamline processes. At Allego, Devyn focuses on delivering innovative sales enablement solutions, helping teams optimize training, onboarding, and content sharing. With expertise spanning multiple industries, she is a trusted advisor to clients seeking to enhance sales performance through technology-driven solutions.

More information about this session:

Welcome to the New Era of AI Sales Coaching and Development

“Don’t Let AI Pass You By: The New Era of Personalized Sales Coaching and Development,” presented by Sales Pro Central and sponsored by Allego. We’re thrilled to share new insights into AI sales coaching and how personalized, scalable training can revolutionize your sales team’s success.

Why AI Sales Coaching Matters Today

Our speakers, Brendan Sweeney and Devon Bloom, bring a wealth of expertise in applying artificial intelligence (AI) in sales enablement. Together, they’ll guide us through key trends, practical applications, and the measurable impact of AI sales coaching. With industry-leading experience, they’ll dive into how AI sales coaching can improve productivity, drive revenue growth, and create effective training paths for sales teams of all sizes.

For those who may need to step away, a full recording of the webinar will be sent to you within 48 hours, or you can revisit this page to access it.

Understanding AI Sales Coaching: What It Means and Why It Matters

AI sales coaching leverages AI technologies to provide sales reps with personalized training, feedback, and insights. Gone are the days of generic, one-size-fits-all coaching; today’s teams demand individualized, scalable coaching that addresses each rep’s unique strengths, areas for improvement, and learning pace.

AI in sales has grown rapidly, with companies increasingly recognizing the need for data-driven solutions to coach reps effectively. Allego’s cutting-edge revenue enablement platform uses AI to support training, practice, and coaching for sales teams worldwide. The platform integrates AI sales coaching tools to support each team member in their journey to sales excellence.

Why Sales Teams Are Turning to AI Sales Coaching

Before diving into the advantages of AI sales coaching, Brendan highlighted some industry challenges:

• Balancing Clinical vs. Sales Skills: Many sales reps excel in clinical knowledge but lack formal sales skills.
• Shifting Sales Rep Profiles: Reps now often come from technical backgrounds, lacking traditional sales experience.
• Gap Between Strategy and Execution: While sales leaders have strategic goals, translating them into training and coaching is challenging.

Addressing these hurdles is crucial for AI sales coaching to make a significant impact on team performance.

What AI Sales Coaching Looks Like Today – And Tomorrow

Sales teams are busier than ever, often managing numerous accounts with increasing complexity. As a result, AI sales coaching has become essential to help them engage more effectively and close deals faster. The shift to remote work and digital engagement accelerated this transition. Companies need AI-powered tools that can provide real-time feedback, analyze customer interactions, and empower reps to build relationships that drive revenue.

The Benefits of AI Sales Coaching

Consistent coaching is critical to achieving higher win rates, increased quota attainment, and lower turnover. With AI sales coaching, companies can now automate these processes, making coaching accessible to all, regardless of a manager’s time constraints. Brendan noted that sales organizations with consistent coaching enjoy a 32% higher win rate and a 28% increase in quota attainment. Moreover, reps who receive regular coaching are more engaged and less likely to leave.

Seven Key Ways AI Sales Coaching Transforms Sales Enablement

1. Personalized Coaching Pathways
   AI-driven coaching creates unique learning paths for each rep. Traditional training models focus on broad learning content, while AI sales coaching tailors lessons to a rep’s specific needs based on real performance data.
   Brendan pointed out, “Rather than everyone attending the same training session, AI sales coaching allows us to assign practice activities to the reps who need them most. AI identifies where reps excel and where they can improve.”
2. Automated Reinforcement
   A significant challenge in sales training is retention. According to Allego, reps forget 90% of new information within 30 days without reinforcement. AI sales coaching solves this with “flash drills,” which deliver quick daily reminders to reinforce key concepts. These drills are especially beneficial in industries like medical devices and finance, where accuracy and regulatory compliance are paramount.
   Devon shared her experience with flash drills: “It’s like a reminder on my phone, but for the critical info I need to succeed. It’s low-pressure but high-impact and keeps me on track with my goals.”
3. Real-Time Insights and Feedback
   AI sales coaching provides instant feedback on sales calls, enabling reps to identify improvement areas immediately. Conversation intelligence software analyzes each call, flagging filler words, suggesting next steps, and providing constructive feedback on sales methodologies like MEDIC or Challenger.
   Brendan shared that “AI is like having a manager on every call, providing feedback in real-time. This saves time for our sales managers while improving rep effectiveness.”
4. Improved Sales Efficiency
   AI sales coaching improves efficiency by providing reps with tailored content and resources just when they need them. Allego’s “Spark” feature enables reps to type questions directly into the platform and receive answers sourced from the company’s knowledge base. This tool saves reps from searching through files or waiting on answers from subject matter experts.
   “It’s like Google, but specifically for our product,” Devon said. “I can ask questions and get instant answers that help me close deals faster.”
5. Gamified Learning to Boost Engagement
   Gamification enhances training, motivating reps to complete coaching activities. Allego’s flash drills, for example, come with leaderboards and friendly competitions, making learning fun and interactive. Reps can track their scores, compete with peers, and see how they rank in areas like product knowledge or objection handling.
   “It’s a bit like Duolingo for sales coaching,” said Brendan. “Our team loves the friendly competition, and it keeps them engaged while they learn.”
6. Role-Playing with AI Avatars
   Role-playing helps sales reps practice challenging scenarios in a low-risk environment. Allego’s AI sales coaching platform includes AI avatars that simulate realistic sales interactions, allowing reps to practice objection handling and messaging. Reps can attempt a scenario multiple times until they feel confident before engaging with actual clients.
   Devon mentioned, “Role-playing with an AI avatar lets me practice my pitch without the pressure of a real call. It’s an ideal way to refine my approach.”
7. Data-Driven Skill Certification
   In AI sales coaching, data-driven certification is critical. AI platforms track each rep’s performance, generating a scorecard that details areas of strength and improvement. This allows managers to focus coaching sessions on specific skills, such as negotiation or product knowledge, making each session more impactful.
   AI sales coaching doesn’t stop at measuring call completion or attendance. Instead, it ties enablement activities directly to skills that drive business results. This capability aligns sales behaviors with measurable competencies, helping teams continuously improve.

A Look at the Future: AI Sales Coaching and Business Results

As companies continue to embrace AI sales coaching, many are seeing clear ROI. A recent Allego study showed that sales leaders using AI in their coaching programs reported a 32% boost in effectiveness. Additionally, 62% of B2B companies currently use generative AI tools in sales coaching, data analysis, and skill certification.

Brendan believes this adoption is just the beginning. “Sales teams are increasingly seeing the value of AI sales coaching,” he said. “These tools are transforming how we train, measure, and develop our teams, allowing us to be more agile, data-driven, and focused on real outcomes.”

The future of sales is undoubtedly digital, and AI sales coaching will play a pivotal role in how teams perform. By providing a framework for consistent, measurable coaching, AI enables sales reps to meet today’s demands and anticipate tomorrow’s challenges.

Getting Started with AI Sales Coaching

If you’re ready to incorporate AI sales coaching into your team’s development strategy, start by defining your goals. AI coaching programs work best when aligned with company objectives, such as revenue growth or product adoption. Once you have clear goals, consider the tools and technology needed to implement AI sales coaching effectively.

Brendan suggested starting small and scaling over time. “Begin with one or two AI tools, test their impact, and expand from there. This approach helps you see the ROI without overwhelming your team.”

Maximizing the Impact of AI Sales Coaching: Best Practices

Implementing AI sales coaching effectively requires a well-thought-out strategy, clear objectives, and an adaptable approach. By focusing on a few best practices, you can make sure AI coaching tools deliver real results and drive meaningful changes in your sales team’s performance. Here’s how to get the most out of your AI-driven coaching program:

1. Set Clear Objectives

Before implementing AI sales coaching, clarify the specific goals you want to achieve. Common objectives may include:

• Improving Close Rates: Use AI tools to analyze sales conversations and identify the factors that lead to successful outcomes. Focus coaching efforts on these areas, helping reps refine their approaches.
• Enhancing Product Knowledge: AI can tailor coaching to address gaps in product knowledge, delivering targeted content that helps reps communicate product benefits with confidence.
• Reducing Ramp Time for New Hires: By using AI to automate onboarding processes, new reps can quickly get up to speed. Define the specific competencies you want them to achieve within their first weeks or months.

Without clear objectives, it can be challenging to measure success or determine ROI. Consider setting both short-term and long-term goals, and involve key stakeholders in defining these objectives to ensure they align with broader company initiatives.

2. Create a Feedback Loop

AI tools provide real-time feedback, but it’s essential to establish an ongoing feedback loop that refines and optimizes the coaching program. Here are some ways to use feedback effectively:

• Regular Data Reviews: AI systems can generate vast amounts of data, so schedule regular sessions to review these insights. Identify trends, analyze what’s working, and pinpoint areas where the coaching approach may need adjustments.
• Leverage Reps’ Input: Don’t rely solely on quantitative data—encourage your reps to share their experiences with AI coaching. Collecting this qualitative feedback provides valuable context, helping you understand which elements of the program resonate with them.
• Adjust Based on Outcomes: As your team progresses, use their results to refine the coaching content. If certain techniques are consistently successful, build these into future coaching sessions and simulations.

A robust feedback loop ensures your AI sales coaching program evolves with your team’s needs and remains a relevant tool for continuous improvement.

3. Integrate Across Platforms

For AI sales coaching to be most effective, it should work seamlessly within your existing sales ecosystem. By integrating AI coaching tools with other platforms, you enable smoother workflows, better data sharing, and a more comprehensive view of performance metrics. Consider integrating AI coaching with:

• Customer Relationship Management (CRM) Systems: Connecting AI coaching with your CRM helps provide context for each coaching session, linking specific customer insights to coaching feedback. AI can pull relevant data from the CRM to tailor coaching on the spot.
• Conversation Intelligence: Integrating with conversation intelligence tools like Gong or Chorus provides insights from real conversations. AI can analyze these to deliver targeted feedback on messaging, tone, and objection handling, directly reinforcing coaching points.
• Learning Management Systems (LMS): Syncing AI coaching with an LMS allows your training team to track completed courses, ongoing skill development, and other educational progress in one place, creating a continuous learning journey.
• Sales Enablement Tools: Platforms like Allego, Seismic, or Highspot often house battle cards, product collateral, and case studies. AI sales coaching tools can draw on these resources to recommend content on specific products or competitors based on a rep’s needs.

Integration creates a connected sales ecosystem where all tools communicate and share data. This ensures that AI sales coaching enhances each part of the sales process, providing your team with relevant insights and resources when they need them.

4. Focus on Skill Mastery

While knowledge is critical, true competence comes from mastering essential skills. With AI sales coaching, you can move beyond basic knowledge checks to support reps in honing the specific skills that drive performance. For example:

• Personalized Practice Sessions: AI enables reps to practice skills like objection handling, negotiation, or lead qualification through interactive role-plays and scenarios. AI feedback offers insights into areas for improvement, helping reps refine their techniques.
• Targeted Reinforcement: AI drills, like Allego’s flash drills, help reinforce specific skills over time. These micro-lessons build on past training, keeping core competencies fresh in reps’ minds and ensuring skills become second nature.
• Scenario-Based Coaching: Instead of generic coaching, AI allows reps to practice using realistic scenarios that simulate common challenges they face in the field. This kind of AI sales coaching helps reps build confidence and adapt their skills to actual situations.

Skill mastery is the difference between being knowledgeable and being competent. By ensuring your AI sales coaching program emphasizes skill-building, you can create a team that doesn’t just know what to do—they know how to do it effectively.

5. Monitor Progress and Adapt

One of the most significant advantages of AI sales coaching is its capacity for constant improvement. By tracking the right metrics, you can measure how effectively AI coaching is driving the results you want. Key metrics to monitor include:

• Win Rates: Track win rates before and after implementing AI coaching to assess whether reps are closing more deals and using strategies learned from AI insights.
• Quota Attainment: Review how many reps reach or exceed quota with the help of AI coaching. A consistent improvement in quota attainment rates can be a good indicator of the program’s effectiveness.
• Rep Engagement and Retention: High engagement with AI coaching can reflect its perceived value among reps. Additionally, engaged reps are more likely to stay with the company, especially when they feel supported by continuous learning.
• Learning Progress: AI coaching tools often include dashboards that track each rep’s progress on specific skills or knowledge areas. Monitor these metrics to identify skills mastered or areas needing additional support.

As you collect data, adapt your AI sales coaching program to meet changing business needs and address any identified challenges. For example, if a particular skill is consistently a sticking point, you may need to revisit the training content or incorporate new coaching techniques.

The Final Word on AI Sales Coaching

In today’s fast-paced sales landscape, AI sales coaching is more than a trend; it’s a game-changer for teams looking to stay competitive. By providing personalized coaching, automating reinforcement, and measuring results, AI empowers