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.

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Figure: Lead Score dashboard showing score distribution and trend.

EDITOR NOTE: remove before publishing

Purpose: provide a sales manager workflow without requiring admins to configure anything.

Confirm which sales insights are actually available in your deployments:

Select all that exist:

• A) Lead Score
• B) Top Sales Objections
• C) Competitors Mentioned
• D) Deal Dollar Amount
• E) Lead Stage
• F) Pain Points
• G) Urgency Level
• H) Next Actions
• I) Sales Lost Reason
• J) Missed Sales Opportunity

Also confirm:

1) Are these insights displayed in conversation details for users? - A) Yes - B) Only in dashboards - C) Only in exports/reports

Update the workflow to match the features you ship most commonly.