How to Solve Uneven Expertise Levels in the Sales Team

Sales teams often struggle with uneven expertise levels among reps, leading to inconsistent performance and missed revenue opportunities. Junior reps lack the experience to effectively handle complex deals, while more tenured reps get stuck in their ways.

This creates frustration, subpar results, and high turnover. A GTM AI strategy levels the playing field by providing tailored guidance to every rep based on the unique characteristics of each deal.

How to Solve Uneven Expertise Levels in Sales Teams

The Deal Coaching package from Copy.ai enhances sales teams' ability to evaluate deals, develop effective strategies, and coach reps to success regardless of tenure through two key workflows:

• AI Strategy: Analyzes sales call transcripts to infer winning strategies and next steps for each unique deal
• AI Deal Scoring: Automatically scores deals based on key criteria like use cases, enthusiasm, budget, timeline and stakeholders

1. AI Strategy Workflow - Part of the Deal Coaching package

The AI Strategy workflow generates tailored guidance for each deal by analyzing sales call transcripts, identifying key details, and recommending proven strategies to move the deal forward.

Inputs Needed:

• Sales call transcripts

What the Workflow Does:

• Step 1: Analyzes sales call transcripts to identify deal context
• Step 2: Infers optimal strategies and next steps to close the deal based on successful patterns
• Step 3: Identifies buyer's decision-making process, additional stakeholders that need to be engaged, and specific procurement requirements
• Step 4: Provides clear, actionable recommendations tailored to the particular deal and rep

The AI Strategy workflow improves sales teams' decision making and deal handling through data-driven insights. It aligns AI-generated guidance with CRM data and real-time deal information, increasing win rates and GTM Velocity. Junior reps get up to speed faster, while experienced reps benefit from reminders of best practices.

Example in Action: The AI Strategy workflow could analyze a sales call transcript for a SaaS company and identify that the buyer has a lengthy procurement process requiring additional legal and security approvals. It would then recommend the rep focuses on proactively completing vendor security questionnaires and looping in the legal team to review contract terms as a strategy to preempt obstacles and keep the deal on track.

2. AI Deal Scoring Workflow - Part of the Deal Coaching package

The AI Deal Scoring workflow assesses deal health and likelihood to close based on key sales qualification criteria extracted from call transcripts.

Inputs Needed:

• Sales call transcripts

What the Workflow Does:

• Step 1: Extracts key qualification criteria like use cases, enthusiasm, budget, timeline and stakeholders from sales call transcripts
• Step 2: Generates an overall deal score with supporting context that explains the reasoning
• Step 3: Annotates the CRM record with AI-powered insights and recommendations
• Step 4: Prioritizes deals based on scores and recommends specific actions to improve deal health

The AI Deal Scoring workflow automates deal assessment so reps can quickly gauge the true health of an opportunity beyond just deal stage and amount. It surfaces key details that impact likelihood to close, enabling more accurate forecasting and better deal prioritization. Reps can focus their time on the highest-value opportunities.

Example in Action: The AI Deal Scoring workflow could analyze a series of sales calls and determine that while budget and use cases are well-defined, the project timeline is unclear and the economic buyer hasn't been engaged. This would result in a lower score, prompting the rep to clarify timeline and access additional stakeholders before forecasting the deal. The workflow would then update the CRM with this context.

Putting Them Together

The AI Strategy and AI Deal Scoring workflows enable sales teams to:

1. Automatically assess deal health based on key buying criteria
2. Develop targeted strategies to address the specific needs and process of each deal
3. Align tactics with buyer requirements like procurement processes, security reviews, and stakeholder approvals
4. Prioritize the highest-value opportunities most likely to close based on engagement levels
5. Coach reps with clear, data-driven insights to improve win rates and GTM Velocity

The Deal Coaching package levels the playing field between experienced and novice reps by empowering sales teams with AI-powered deal guidance. This leads to more accurate forecasting, higher revenue attainment, and improved sales productivity and job satisfaction.

Why Copilots Aren't Sufficient

AI copilots like ChatGPT provide general sales advice, but lack the ability to analyze the full context of each unique deal. Without integrating data from actual sales calls and the CRM, copilots can't provide hyper-relevant coaching attuned to the specifics of the deal, buyer, and rep.

Copilots primarily function as reactive tools that require reps to proactively seek out guidance. In contrast, the Deal Coaching workflows proactively surface insights and recommendations to help reps stay ahead of potential obstacles and keep deals on track.

Relying on copilots alone leads to inconsistent strategies as each rep may receive different, even conflicting advice. The Deal Coaching package helps enforce winning behaviors across the entire sales organization based on proven patterns.

Looking Ahead

AI-powered deal guidance enables sales teams to work more effectively with other go-to-market functions to close business and drive revenue:

• Collaborate with Marketing to refine messaging and content based on what resonates during sales calls at different buying stages
• Partner with Customer Success to validate use cases, identify expansion opportunities, and gather proof points
• Coordinate with Finance and Legal to align deal structures with procurement processes, security requirements, and contract terms
• Provide feedback to Product on missing features and integration needs that come up in deals

Teams can explore adding these complementary workflows to further enhance sales productivity and performance:

• Persona Generator - Automatically generate buyer personas based on CRM data and sales call transcripts
• Battlecards - Dynamically generate competitor battlecards with talk tracks based on real-time sales intelligence
• Coaching Plan - Recommend personalized coaching plans for each rep based on AI analysis of their strengths and areas for improvement on calls

AI-powered insights across the sales process boost win rates, increase average deal sizes, accelerate sales cycles, and improve retention of both customers and reps. The Deal Coaching package makes every rep, regardless of tenure, more effective at driving GTM Velocity while reducing GTM Bloat. The right GTM AI strategy through a GTM AI Platform unlocks this potential.

Related Resources

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

• Building Lasting Customer Relationships with Samantha McKenna - Learn strategies for fostering strong customer relationships that lead to more closed deals and satisfied clients.
• The Steep Learning Curve of AI Copilots - Understand the limitations of relying solely on AI copilots and why GTM AI workflows are a more effective solution.
• AI SDRs Are Failing to Adapt: The Case for Human-Guided Workflows - Discover why AI alone isn't enough and how human-in-the-loop workflows provide the right balance of automation and expertise.

Implementing a GTM AI strategy is key to maximizing sales productivity and accelerating revenue growth. To see how Copy.ai's Deal Coaching package can help your team close more business, book a demo today. Our experts will show you how to leverage AI-powered insights to coach reps, prioritize deals, and boost win rates.