From Traditional to AI-powered Sales Coaching: The Verity Success Story

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. Part of Brandon Hall Group’s Excellence at Work podcast series.

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.

• 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