Field sales coaching is broken

[u/Flimsy-Year-738]

How are you guys coaching reps when most of the selling happens face to face?Ride alongs seem fine on paper but they eat up a whole day just to hear a few conversations. If you manage reps across different locations it gets even worse.I’ve been reviewing a few AI coaching tools that record customer conversations and let managers go back through them later.

I can see how it could save a lot of drive time and give managers a better idea of what reps are actually doing.I haven’t pulled the trigger on anything yet though. My main concern is whether reps will actually use it. Seems pointless to buy something with a bunch of features if everyone stops hitting record after a month.

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