In this Brandon Hall Group™ Excellence at Work Podcast, Mike Cooke, CEO of Brandon Hall Group, sits down with Bowen Moody, CEO of Verity, a BTS company, to explore how AI is revolutionizing sales coaching and training reinforcement. The conversation delves into the challenges of traditional sales coaching and how AI-powered solutions are addressing these long-standing issues.
Key Discussion Points:
- The Coaching Challenge: Less than 1% of sales calls receive coaching feedback, highlighting a critical gap in sales performance improvement
- AI-Powered Solution: How Verity’s technology automatically analyzes sales calls and provides immediate, consistent feedback to both reps and managers
- Training Reinforcement: Addressing the crucial “what happens after training” question that has historically challenged L&D professionals
- Integration with Existing Methodologies: How AI coaching complements established sales methodologies and customized playbooks
- Scaling Impact: Using AI to reduce coaching costs from hundreds of dollars per session to mere cents, enabling organization-wide implementation
- Future Applications: Expanding beyond sales into leadership development, executive coaching, and AI-powered role-play scenarios
The landscape of sales coaching is undergoing a fundamental transformation, powered by generative AI and focused on sustainable behavior change. Bowen’s insights highlight how organizations can leverage AI to bridge the gap between training investments and actual performance improvement in the field.
About Verity:
Recently acquired by BTS, Verity pioneered AI-powered sales coaching technology that integrates with common communication platforms like Microsoft Teams and Zoom. The platform analyzes sales conversations, provides immediate feedback aligned with organizational playbooks, and enables managers to track and improve team performance at scale. As part of BTS, one of the world’s leading sales training and people consulting firms, Verity is positioned to help organizations drive lasting behavior change through the combination of expert training and AI-powered reinforcement.