When it comes to sales coaching products, there are various options to consider, from in-person courses to sales training video software.
In this article, we’ll look at how sales coaching software can help your reps improve sales skills, as well as how you can choose the right product for your team’s needs.
We’ll also share a list of the top sales coaching tools for small businesses, medium-sized companies and enterprises, along with their features and pricing.
Key takeaways for sales coaching software
Sales coaching software records, transcribes and analyzes sales conversations so managers can save time and coach reps with data-backed insights.
Using sales coaching software speeds up onboarding, improves consistency, supports remote teams and helps sales reps close more deals.
We compared Fireflies.ai, Outdoo AI, Balto, Clari Copilot, Demodesk, Second Nature, Gong and ZoomInfo Chorus AI to help you find the right fit.
Integrate your coaching tools with Pipedrive to turn feedback into action – try it free for 14 days.
What is sales coaching?
Sales coaching involves sales managers guiding their reps to become stronger sellers and problem solvers by providing feedback on various sales activities and metrics.
Coaching can take many forms, such as reviewing sales calls, discussing active deals, role-playing common scenarios or helping reps refine core selling skills.
Coaching opportunities often happen live during one-to-one sessions or team check-ins, but can also be delivered asynchronously through recorded calls. The goal is to give sales reps the support they need to navigate challenges independently and grow in their roles.
A good coaching strategy helps your reps get better at closing deals. A 2025 survey by My Sales Coach found that reps who received high-quality coaching were 50% more likely to achieve or exceed their quota.
Tip: It’s important to refresh and repeat sales coaching so that learning is reinforced over time, helping your team to remember important lessons.
What are the benefits of using specialized sales coaching software?
Sales coaching software helps managers train and support their reps more effectively.
Most tools record and transcribe calls, analyze conversations with AI and track each rep’s progress over time. These recordings give teams a structured way to review performance, deliver feedback and reinforce good selling habits at scale.
Sales coaching software strengthens every stage of the coaching process. It can save time, automate activities, log progress and enable sales professionals to fit their training in around their busy schedules – even if they’re working remotely.
Here are some of the ways using the right sales coaching solutions can fuel business growth.
Automates admin tasks to save time
Sales coaching software automates tasks like recording, transcribing and organizing sales calls so teams spend less time on routine work and more time coaching and learning.
By having a transcript ready right after the call, salespeople can save hours of manual review time. They can immediately search through it to find keywords, phrases and key moments that affected the outcome of the call.
Instead of replaying entire calls, managers can focus on giving feedback. Similarly, reps can revisit their own sales conversations to spot gaps and refine their pitch, helping everyone learn faster and close more deals.
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Uses AI and conversation intelligence to improve transcripts
Some sales coaching software includes AI features that make transcripts more useful by analyzing customer conversations and turning them into actionable insights.
These AI and conversation intelligence tools identify where reps are succeeding or struggling by analyzing:
Tone
Keywords
Sentiment
Speaking/listening ratios
For example, managers can see whether a rep missed key product details, dominated the conversation or hesitated during objection handling.
Using AI, reps can also find ways to upsell to engaged contacts and handle challenging situations.
Some AI-powered tools even score reps on how well their call matches up with successful templates. Instead of vague feedback, this gives reps specific actions to prioritize, such as “ask more open-ended questions” or “focus on value, not features”.
Beyond sales calls, Pipedrive’s AI email summarization tool can analyze text conversations to detect sentiment, score buying intent and recommend actions like follow-ups.
Improves rep onboarding and retention
Sales coaching software speeds up new rep ramp time and keeps reps motivated by giving them strong examples to learn from and ongoing feedback to grow their skills.
With sales coaching software, you’ll have a library of successful calls from best sellers that new hires can use as a springboard instead of starting cold.
For example, they can hear how top performers in your team position solutions, overcome issues and build rapport with prospects.
Beyond onboarding, sales coaching software keeps reps motivated in their roles.
For example, you can create scorecards to track each rep’s sales performance and then set up interactive leaderboards to encourage healthy competition.
Reps also want to feel like they’re progressing in their careers. Without feedback and guidance, rep performance can stagnate. Regular call coaching gives reps the direction and confidence to improve, boosting both results and retention.
Supports coaching in a remote work environment
Sales coaching software makes it easier to deliver high-quality training asynchronously, giving remote reps the same level of support as those in the office.
Now that many teams sell from home, it’s often difficult for sales managers to sit in on live calls without being a distraction or affecting the customer experience.
Coaching tools solve this by automatically recording calls, meetings and demos so managers can review them later. They can annotate key moments, leave comments and share clips across the team – all without interrupting live conversations.
Enables consistent messaging
Sales coaching software keeps your team consistent by showing exactly how reps present your product, handle conversations and follow your sales process.
For example, managers can review recorded calls to make sure reps are:
Using the right tone
Hitting key points
Staying aligned with your messaging.
If someone goes off-script, it’s easy to step in with specific feedback. For example, if a rep focuses too heavily on pricing and skips over the product’s value, a manager can flag that moment and coach them on how to reframe the conversation.
Regular call reviews and feedback build better sales habits that lead to increased sales and a smoother customer experience.
Drives business growth with detailed sales data
If you’re using sales coaching software, you’re also creating a repository of great sales data that shows you what’s working and where your team can improve.
Every conversation, scorecard and feedback session generates insights that help refine your sales process. Over time, this builds a feedback loop: you identify which tactics close deals, what objections stall them and how to improve.
Take a look at Pipedrive’s team performance dashboard, for instance.
With an understanding of these patterns, managers can improve scripts, replicate successful behaviors for higher win rates and forecast outcomes more accurately.
Pipedrive in action: CreativeRace, a UK-based marketing agency, adopted Pipedrive to organize its scattered lead and sales processes. The team needed a better way to track contacts, separate lead gen from sales and understand how prospects moved through the pipeline.
With dedicated pipelines and Pipedrive’s Insights, CreativeRace now sees exactly where each deal stands and what actions to take next.
This clarity helped the agency improve follow-ups and forecasting, leading to a 600% increase in year-over-year client acquisition.
Streamlines one-on-one coaching sessions
Coaching software optimizes meetings for busy managers by surfacing relevant insights before a one-on-one session even begins.
By reviewing transcripts and sales data, managers can see which reps need attention, which calls to review and what sales skills to prioritize. This data helios make one-on-one sessions shorter, more structured and more productive.
The 8 best sales coaching software options
We’ve rounded up the best coaching software for your consideration.
Note: There are a lot of sales training software products available that incorporate aspects of sales coaching. We’ve limited our selection to programs that offer the full suite of tools necessary for top-tier coaching.
Sales coaching software for small businesses
These entry-level coaching tools are best for small companies or departments with limited budgets.
1. Fireflies.ai
Pricing: Free option available
Best for: Small companies that want their coaching utility to grow with them
With Fireflies.ai’s free version recording and archiving your web calls, you’re able to share, comment on and react to the playback of meetings, as well as speed them up.
Key features include:
The free product offers core coaching utility
Unlimited users and meetings per month
Low-cost paid plans add more coaching platform features for when you want to upgrade and scale
Tip: Stepping up to higher-tier plans (which are still affordable) lets you integrate Fireflies.ai with a CRM like Pipedrive. You can also access features like meeting transcriptions and audio files, analytics and more.
2. Outdoo AI
Pricing: Price upon inquiry
Best for: Small businesses looking to build a solid coaching foundation and grow from there
Similar to Fireflies, Outdoo AI is a great entry-level option for small organizations looking to improve their sales coaching.
Outdoo AI’s Starter plan offers unlimited use and includes roleplay bot functionality, performance monitoring and custom call scenarios.
You can upgrade your plan to add features when you’re ready to expand your sales coaching platform.
Tip: Outdoo AI integrates with Pipedrive, allowing you to connect coaching efforts with your sales cycle and provide context to conversations.
Sales coaching software for mid-sized companies
Mid-sized companies want more features than smaller firms. However, they often don’t need enterprise-level extras like robust security features and 24-hour customer service.
The options below provide the sweet spot between cost and performance, offering everything needed for a strong coaching program.
3. Balto
Pricing: Price upon inquiry
Best for: Organizations looking to carry out coaching in real time
Built around a robust coaching platform, Balto differentiates itself from the crowd with an emphasis on helping your reps sell in real time. It does this by tracking your reps’ calls with a handy sidebar that lists talking points and suggested responses to customer prompts.
Key features include:
Reporting on sales data gathered on calls, meaning top seller behavior can be actioned by the rest of the team.
Real-time feedback and guided responses for reps prompted by their conversation, helping in tough and tricky situations
Automatic scoring for reps’ calls based on manager-set weighting, so managers know where reps need coaching
When Balto recognizes a moment when a rep could benefit from coaching, it sends a prompt to the sales manager. The manager can then listen in on the call, read the transcript and message the rep to guide them.
Rather than trying to correct bad habits in your salespeople after the fact, good sales behaviors can be reinforced immediately.
4. Clari Copilot
Pricing: Price upon inquiry
Best for: Companies looking for a great out-of-the-box feature set
Clari Copilot (formerly MeetRecord) is a feature of the broader Clari Full Revenue Collaboration & Governance (RevCG) platform.
The product includes features like automated transcriptions with built-in conversation intelligence, a library of all your calls, a team performance dashboard and real-time coaching.
Clari Copilot’s features enhance the broader product’s revenue forecasting and risk assessment functionality, so you get a comprehensive picture of deals for more conversation context.
5. Demodesk
Pricing: from $49 per seat per month
Best for: Organizations seeking a cost-effective, straightforward and scalable coaching platform that can grow with their needs.
With all its features unlocked, Demodesk presents itself as a capable coaching platform. It might not be as powerful as some of the other options on this list, but it does offer a low cost of entry into coaching.
Key features include:
Everything you need for entry-level coaching, including call recording and archiving
Option to scale software with your business, adding other great functions such as playbooks, prompt cards, CRM integration, analytics and more.
Smaller companies can scale with this software, making Demodesk a suitable solution for those who want to avoid changing coaching software in the future.
6. Second Nature
Pricing: Price on inquiry
Best for: Sales managers who want to begin a coaching program, but don’t have the time for regular one-to-one sessions
Second Nature is a role-play solution that uses an AI sales coach to guide your reps through conversations based on your talk tracks and sales playbooks. Personalized feedback ensures reps hit all the right notes to attain the highest performance level.
Your sales team can learn the best ways to sell in a safe environment, so when it comes to the actual sales call, they’ll already have good sales habits ingrained.
The safe environment also makes Second Nature a useful AI sales coaching software for onboarding new salespeople, saving managers time on training.
Sales coaching software for enterprises
When it comes to sales coaching software for large, enterprise-level companies, these are two great options.
7. Gong
Pricing: Price upon inquiry
Best for: Larger organizations with a concentration on phone or web conference selling
Gong is a coaching platform for managers, sales leaders and reps, with added emphasis on revenue intelligence.
Other key features include:
Enterprise-grade security features
A clear view of all interactions and deal statuses across deals in the pipeline view
Clear data showing how reps are performing vs. the rest of the team and industry benchmarks
AI-driven tips and recommendations for reps to help close deals
Breakdown of buyers’ key concerns into actionable insights
If your organization has a large sales team or you’re prepared to spend money to make money, then Gong is an excellent sales coaching option. It offers the perfect coaching platform for managers and leaders while helping guide reps with its insights.
8. ZoomInfo Chorus
Pricing: Price on inquiry
Best for: Larger organizations wanting an emphasis on conversation intelligence
Where Gong is a revenue intelligence tool, with access to pipeline views and deal statuses, Chorus is a more developed AI that provides a deeper analysis of sales call data.
Other key features include:
Real-time transcriptions and recordings of meetings with handy features like 2x playback speed and trackers to highlight clear conversation metrics
An AI system that learns the language and tone of voice important to your business
Smart playlists of calls to help reduce onboarding time, or for training in specific stages of the pipeline
A clear view of all previous customer interactions
Chorus is a good option for companies that already have revenue intelligence tools in place.
What are the key features to look for in sales coaching software?
When choosing sales coaching software, focus on functionality that makes coaching practical, personalized and easy to build into your team’s daily routine.
Here are four features to look for:
Integrations that fit your workflow. The right tool plugs into your existing tech stack, including CRM, email and meeting platforms. Having call data, notes and coaching insights live in your reps’ workspace reduces friction and helps you avoid data silos.
Simple and mobile-ready design. If a tool feels complicated, your team members won’t use it. Reps should be able to access recordings, feedback and training modules anytime and anywhere with features like mobile access and on-demand learning.
Analytics and performance tracking. Beyond feedback, good sales coaching needs data. Choose software that offers dashboards, scorecards, leaderboards, call metrics, conversion stats and the ability to track coaching ROI over time.
Personalized coaching pathways. Every rep learns differently. The right software lets you analyze individual skill gaps, create tailored coaching plans, track goals and deliver feedback that fits each person’s needs, often at scale.
Prioritizing these features will help you pick a platform that supports your reps at every stage, from onboarding to hitting quota.
Sales coaching software FAQs
Final thoughts
With the rise of remote working and the wide range of tools available, sales coaching software is no longer reserved for enterprise-level businesses.
No matter the size or budget of your company, managers can now use these platforms to help reps reach their full potential.
Remember that sales coaching software should only be part of your sales enablement strategy. Using it with other tools will help you create a more well-rounded learning experience.
For example, integrate with a CRM like Pipedrive to track every interaction, link coaching insights to real deals and measure performance in one place. With everything connected, you can turn feedback into action and help your team close more deals.
Try Pipedrive free today to see how it fits into your sales process.
