Track Sales Coaching Impact With Aviso CI Reports. No Guesswork Needed

The Coaching Gaps Managers See Too Late

Coaching isn’t the hard part. Identifying pitch-stage breakdowns, delivering timely feedback, and knowing if it sticks, that’s where most managers struggle.

Even with call recordings, enablement sessions, and weekly 1:1s in place, most execution gaps go unnoticed until deals are already lost or quarters go sideways. What’s missing isn’t effort. It’s precise, structured visibility into what actually happens in calls and whether reps are applying what they’re coached on.

Here’s what keeps getting in the way:

• Too many calls, not enough time: Managers can’t afford to scrub through hours of recordings to spot where reps went off-track.

• No access to top-performer calls: Senior reps often skip recording to avoid micromanagement, leaving no clear benchmark for others.

• Feedback lacks precision: Without clip-level context, coaching stays vague and forgettable.

• Follow-through is hard to verify: There’s no systemized way to confirm whether coaching was actually applied.

• Methodology breakdowns: Frameworks like MEDDIC are trained but hard to track in live calls, especially when pressure hits.

These aren’t edge cases. They’re the reason coaching often feels like effort without return.

The Questions Sales Managers Ask, But Can’t Always Answer

To coach effectively, managers need fast, consistent answers to questions like:

• Which pitch stages (discovery, pricing, objection handling) are breaking down?

• Which reps are diverging from top-performer behavior and in which scenarios?

• Which pitch types (renewals, onboarding, late-stage demos) are underperforming?

• Are reps actually applying MEDDIC or just referencing it in training rooms?

• Did coaching last week lead to behavior change this week?

Most tools can’t answer these without deep manual effort. That’s where Aviso’s Conversation Intelligence (CI) Reports come in.

What Aviso’s CI Reports Bring to the Table

Aviso CI Reports remove the guesswork by giving managers targeted visibility into rep performance, by pitch type, by stage, by objection, and by perception.

Here’s how:

• Rep-to-Rep Comparisons: Spot execution gaps by comparing performance across top to poor performing reps on discovery, pricing, and more.

  
  

  

  
  

• Pitch-Type Analytics: See how different pitches (e.g., renewals vs. new logo demos) trend in win rates and rep behavior.

  
  

  

  
  

• Score-Based Heat Maps: Instantly flag stage-level underperformance without watching full recordings.

  
  

  

  
  

• Sales Method Tracking: Know if MEDDIC or Challenger steps were actually covered, no tagging required.

  
  

  

  
  

• Team and Seller Level Performance Reports: Drill into specific seller activities, such as deals closed with/without VP participation, or pricing-influenced outcomes.

  
  

  

  
  

• Perception Reports: Understand recurring pain points raised by buyers across meetings (e.g., pricing objections, forecasting reliability, onboarding friction).

  
  

  

  
  

• Trend Reports: Track shifts in objection types, decision friction, pricing concerns, and more across time periods, broken down by topic.

  
  

  

  
  

• Context-Aware Coaching Prompts: Receive AI-generated suggestions tied to specific moments in the call, not generic tips.

  
  

  

What It Looks Like in Practice

You log into Aviso on Monday. One rep is consistently scoring low in discovery for onboarding calls. Another skips key MEDDIC steps during pricing discussions.

Meanwhile, the Perception Report shows a spike in mentions of “pricing confusion” across January deals, and the Trend Report shows a rising pattern of late-stage objections in enterprise renewals.

Instead of guessing what to coach, you:

• Click on the flagged pitch type or objection trend

• Watch a timestamped 45-second snippet where the breakdown happened

• Read the coaching suggestion: "Rep quoted pricing before confirming urgency, flag for solution alignment coaching."

• Deliver focused feedback with context, not guesswork

Next week, you compare updated scores across reps and stages to see whether the coaching translated into better execution.

That’s not just insight. That’s a repeatable workflow.

Manager FAQs: Actionable, Not Abstract Insights

Do I still have to listen to calls?
Only the flagged segments. Aviso highlights the exact moments where rep execution drops.

How do I know who to coach first?
CI Reports surface reps with consistent stage-level gaps, like poor discovery or skipped pricing steps.

Can I track if coaching worked?
Yes. Weekly score updates show behavior shifts across specific stages for each rep.

Will it track MEDDIC or Challenger?
Yes. It auto-detects whether key steps were actually covered, no tagging needed.

Can this replace shadowing?
Largely. You review key moments, not full calls, based on actual rep behavior, not schedules.

The Takeaway

Sales managers don’t need more dashboards, they need sharper visibility into what’s working, what’s slipping, and whether coaching is landing.

Aviso CI Reports give you rep-level, stage-level insight without the time sink.

If you’re still coaching based on memory, guesswork, or rep self-reporting, this is your visibility layer. Book a demo with Aviso, to see how it works.