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Growing Sales Team
Nov 29, 2024

How to Solve Increased Risk of Burnout Among Sales Managers

Nathan Thompson

Nathan is a revenue-focused marketing leader. By day he manages Demand Gen right here at Copy.ai, by night he enjoys family time in the Rocky Mountains!

Sales managers face mounting pressure as teams expand, leading to burnout risks, high turnover, inconsistent coaching, and inaccurate forecasting. Copy.ai's Deal Coaching package offers AI-powered workflows that analyze sales calls, provide coaching insights, and predict deal outcomes. This approach improves manager effectiveness and reduces burnout risk.

How AI Boosts Sales Manager Performance and Reduces Burnout

Copy.ai's Deal Coaching package features two key workflows:

  • AI Strategy Workflow: Analyzes conversations and delivers data-driven coaching insights
  • AI Deal Gaps Workflow: Identifies pipeline risks and alerts managers to intervene

These workflows automate deal analysis and offer actionable coaching insights, allowing managers to coach effectively at scale and save at-risk deals. Managers can support their reps with timely guidance without exhausting themselves through manual review processes.

1. AI Strategy Workflow - Deal Coaching Package

This workflow analyzes sales call transcripts to determine optimal actions and strategies for advancing deals.

Inputs Needed: Sales call transcripts

Workflow Steps:

  1. Analyzes call transcripts using natural language processing and AI
  2. Determines optimal strategies and next steps based on conversation context
  3. Identifies key information like decision-making processes, stakeholders, and procurement requirements
  4. Provides managers with a summary of actionable coaching insights for reps

This workflow allows sales managers to offer data-driven, personalized coaching efficiently. Reps receive tailored guidance to boost their performance and win rates.

Example: A B2B SaaS company's sales manager uses the AI Strategy workflow to analyze 50 at-risk enterprise deals. The AI reveals that reps often miss identifying procurement processes for deals over $50K. The manager introduces new talk tracks and close plans for large enterprise procurement cycles, increasing deal velocity by 17% the following quarter.

2. AI Deal Gaps Workflow - Deal Coaching Package

This workflow serves as an early warning system by analyzing pipeline deals and flagging potential risks.

Inputs Needed: Sales call transcripts, CRM deal data

Workflow Steps:

  1. Analyzes call transcripts and CRM data to spot potential deal risks and gaps
  2. Highlights issues such as extended procurement cycles, missing stakeholders, and competitive threats
  3. Notifies managers of at-risk deals needing intervention, prioritized by value and risk level
  4. Summarizes specific gaps in flagged deals and suggests strategies to address them

This proactive approach allows managers to intervene early on critical deals. Managers can address specific gaps and remove obstacles to close deals successfully.

Example: The AI Deal Gaps workflow flags a $200K enterprise deal at risk due to a hesitant IT stakeholder. The manager schedules a call with the rep, suggesting talk tracks to address integration and security concerns. The manager also approves a 30-day paid pilot to build trust. The deal closes at a higher amount two weeks later.

Combined Impact

Together, these workflows allow sales managers to lead their teams proactively and strategically. Managers can efficiently provide personalized, data-driven coaching while monitoring the pipeline for early warning signs.

By automating analysis and risk identification, these workflows reduce manual effort for coaching and guidance. Managers can focus on strategy rather than reacting to issues, resulting in improved sales performance, more accurate forecasting, and lower manager turnover.

Limitations of Copilots

While copilots like ChatGPT can analyze individual calls, they can't identify patterns across the entire pipeline. Sales managers need these high-level insights for strategic coaching and forecasting.

Copilots also lack the ability to proactively alert managers to early warning signs of deal risks, which is crucial for saving deals in time.

Consistency is another challenge, as different prompts may yield varying outputs. A structured workflow ensures consistent analysis across the team.

Future Possibilities

With AI-powered deal coaching workflows, sales managers can coach more effectively while avoiding burnout. The insights generated can benefit other go-to-market teams:

  • Marketing can align content with key use cases and obstacles identified by the AI
  • Sales Enablement can create training around common deal gaps and winning plays
  • Customer Success can tailor onboarding based on key stakeholders and use cases from sales calls

Copy.ai could expand this package with additional workflows such as:

  • Win/Loss Analysis to determine factors behind closed deals
  • Rep Performance Insights to assess skills gaps and training needs
  • Buyer Sentiment Analysis to gauge stakeholder interest and engagement

By scaling data-driven sales coaching, Copy.ai can help go-to-market teams drive revenue growth more efficiently and collaboratively. The right GTM AI strategy supports sales managers in leading larger teams successfully without compromising their well-being or effectiveness. This approach tackles GTM Bloat, increases GTM Velocity, and maximizes the potential of go-to-market organizations.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

By leveraging AI-powered deal coaching and these proven strategies, sales managers can maximize their impact while avoiding burnout. Book a demo to see how Copy.ai can help you empower your sales managers to drive revenue growth at scale.

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