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Sales Coaching (Objections, Competitors, Next Actions)

Conversation Analytics can help sales teams review calls faster and coach with evidence: - what objections were raised, - which competitors were mentioned, - what next actions were agreed, - whether urgency was present, - why deals were lost (when captured).

Goal

Improve win rates and consistency by focusing coaching on real customer signals.

Step-by-step workflow

1) Start with a sales-focused dashboard or saved view

Common starting points: - “Competitors mentioned this week” - “Top objections (last 30 days)” - “High-value deals with negative signals”

2) Filter to a segment you care about

Examples: - lead stage = negotiation - deal amount > threshold - lead score < target - competitor mentioned = yes

3) Review a sample of conversations

For each conversation: 1. Read the summary (if available). 2. Review objection/competitor/next-action insights. 3. Read explanations and validate key moments in the transcript.

4) Coach on patterns, not one-offs

Look for repeated patterns such as: - weak discovery questions, - missed urgency signals, - poor competitor handling, - unclear next steps.

5) Turn findings into playbooks

  • Update objection handling scripts.
  • Create example clips/transcript excerpts (if your org supports sharing).
  • Define “good next actions” and reinforce in training.

Lead Score Dashboard

Figure: Lead Score dashboard showing score distribution and trend.