Top 10 Sales Coaching Tools: Features, Pros, Cons & Comparison

Introduction

Sales coaching tools are specialized software platforms designed to help sales managers train, mentor, and improve the performance of their sales representatives. Unlike traditional training that might happen once a year, these tools allow for continuous learning by recording real sales calls, analyzing conversations with artificial intelligence, and providing a space for managers to leave specific feedback. They act like a digital “game tape” for sales teams, allowing everyone to see what is working in a deal and what needs to change.

These tools are important because they take the guesswork out of management. Instead of a manager wondering why a rep isn’t closing deals, they can look at the data to see if the rep is talking too much, missing objections, or failing to mention pricing at the right time. This leads to faster onboarding for new hires and higher revenue for the entire company. By using these platforms, businesses can turn average sellers into top performers through consistent, data-backed guidance.

Key Real-World Use Cases

• Call Review and Feedback: Managers can listen to recorded calls and leave time-stamped comments so reps know exactly which part of their pitch needs improvement.
• Onboarding New Reps: New hires can listen to “gold standard” calls from top performers to learn the company’s messaging and common customer questions quickly.
• Deal Intelligence: AI can scan through hundreds of calls to flag which deals are likely to close and which ones are “at risk” because a competitor was mentioned.
• Skill Certification: Reps can record themselves practicing a new product pitch, and managers can “certify” them once they meet the required standards.
• Market Insights: Leadership can track how often customers ask about a specific feature or complain about a price change across the entire sales floor.

What to Look For (Evaluation Criteria)

When choosing a sales coaching tool, you should evaluate it based on these five main areas:

1. Conversation Intelligence: Does the tool transcribe calls accurately and provide AI insights like “talk-to-listen” ratios?
2. Ease of Integration: Can it connect directly to your CRM (like Salesforce or HubSpot) and your meeting tools (like Zoom or Teams)?
3. Feedback Loops: Is it easy for managers to leave notes and for reps to respond to that feedback within the app?
4. Content Library: Can you easily save and organize the best sales calls into “folders” or “playlists” for others to learn from?
5. Reporting: Does the software show you if your coaching is actually leading to more sales and better performance over time?

Best for

• High-Growth Tech Companies: Any business that is hiring many sales reps quickly and needs to get them trained fast.
• Remote Sales Teams: Since managers cannot sit next to their reps in an office, these tools provide the “visibility” needed to coach from a distance.
• B2B Sales Organizations: Companies with complex products and long sales cycles where every conversation matters.

Not ideal for

• Small Retail Shops: If you sell simple products in person, you likely do not need a complex digital coaching platform.
• Low-Volume Sales: If your team only makes one or two calls a week, the cost of the software might be higher than the value it provides.

Top 10 Sales Coaching Tools

1 — Gong.io

Gong is often considered the leader in the sales coaching world. It records every interaction—calls, emails, and meetings—and uses powerful AI to show managers exactly what is happening in their sales pipeline. It is designed for medium to large companies that want total visibility into their revenue.

• Key features:
  • Automatic recording and transcription of all sales calls.
  • AI-powered “deal warnings” for deals that are going cold.
  • Trackers for keywords like competitor names or pricing.
  • Talk-to-listen ratio analysis for every rep.
  • Integration with almost every major CRM and email provider.
  • Visual “Engagement Maps” to see who is involved in a deal.
• Pros:
  • The most advanced AI insights available on the market.
  • Very easy to find “teaching moments” without listening to whole calls.
  • Helps predict which deals will actually close.
• Cons:
  • It is one of the most expensive tools in this category.
  • The high amount of data can be overwhelming for small teams.
• Security & compliance: SOC 2 Type II, GDPR, CCPA, and ISO 27001 compliant.
• Support & community: High-quality 24/7 support and a very large community of “Gong Fans” who share best practices.

2 — Chorus (by ZoomInfo)

Chorus is a direct competitor to Gong and is now owned by ZoomInfo. It focuses heavily on “Conversation Intelligence,” helping teams understand the “why” behind their wins and losses. It is built to help managers replicate the behaviors of their top-performing reps across the whole team.

• Key features:
  • Fastest transcription engine in the industry.
  • Automatic identification of “Next Steps” in a conversation.
  • Smart playlists for onboarding and training.
  • Deep integration with ZoomInfo’s massive contact database.
  • Competitor and market trend tracking.
  • Mobile app for coaching on the go.
• Pros:
  • Excellent for companies already using ZoomInfo for lead data.
  • Very simple interface that doesn’t take long to learn.
• Cons:
  • Some users find the transcription slightly less accurate than Gong’s.
  • Works best when you are fully “locked in” to the ZoomInfo ecosystem.
• Security & compliance: SOC 2, GDPR, and HIPAA compliant.
• Support & community: Solid documentation and a dedicated account manager for enterprise clients.

3 — Salesloft

Salesloft is primarily a sales engagement tool, but its “Conversations” feature makes it a top choice for coaching. It is designed for reps who spend their whole day in the platform, allowing coaching to happen in the same place they send emails and make calls.

• Key features:
  • Integrated dialer that records calls directly into the platform.
  • “Rhythm” AI that tells reps which task to do next based on data.
  • Shared folders for the best call recordings.
  • Managers can leave comments directly on call transcripts.
  • Live “call flipping” to move calls from mobile to desktop.
  • Detailed activity and outcome reporting.
• Pros:
  • Coaching is built into the rep’s daily workflow.
  • Great for teams that want one tool for both sales outreach and coaching.
• Cons:
  • The coaching features are not as deep as “stand-alone” tools like Gong.
  • Can feel complex because it tries to do many different things.
• Security & compliance: SOC 2 Type II, GDPR, and Privacy Shield.
• Support & community: Large user base and extensive “Salesloft University” training videos.

4 — Mindtickle

Mindtickle is a “Sales Readiness” platform. While other tools focus on recording calls, Mindtickle focuses on making sure reps are ready before they even pick up the phone. It is best for large companies with complex training needs.

• Key features:
  • Role-play simulations where reps can practice their pitch.
  • Gamified leaderboards to encourage training completion.
  • Sales “quizzes” and certification paths.
  • Conversation intelligence for analyzing live sales calls.
  • Skill-gap analysis to see where a rep needs help.
  • Micro-learning modules for quick daily training.
• Pros:
  • The best tool for structured onboarding and ongoing learning.
  • Gamification makes training fun for the sales reps.
• Cons:
  • Takes a lot of time for managers to set up the initial training content.
  • Might be “too much” for a team that just wants to record calls.
• Security & compliance: ISO 27001, SOC 2, HIPAA, and GDPR compliant.
• Support & community: Very strong enterprise support and implementation services.

5 — Allego

Allego is similar to Mindtickle but focuses heavily on video-based learning. It is designed for modern teams that prefer watching short videos over reading long manuals. It is widely used in highly regulated industries like medical devices and finance.

• Key features:
  • Peer-to-peer video sharing for best practices.
  • Mobile-first design for sales reps in the field.
  • AI-powered coaching recommendations.
  • Digital Sales Rooms to share content with buyers.
  • “Flashcards” for quick memory testing.
  • Virtual role-play with AI feedback.
• Pros:
  • Excellent for “field sales” reps who are always on their phones.
  • Strong focus on social learning (reps learning from each other).
• Cons:
  • The interface can feel a bit cluttered for new users.
  • Not as strong in “Deal Intelligence” as Gong or Chorus.
• Security & compliance: SOC 2, ISO 27001, and HIPAA.
• Support & community: Good support with a focus on helping teams create their own video content.

6 — Highspot

Highspot is a “Sales Enablement” giant. It helps managers organize sales content and then provides coaching to make sure reps know how to use that content effectively. It is best for teams where sales and marketing need to work closely together.

• Key features:
  • “Sales Plays” that guide reps through a specific type of deal.
  • AI-driven content recommendations.
  • Training and coaching “Scorecards.”
  • Detailed tracking of how buyers interact with your files.
  • Integrated pitch practice and feedback.
  • Support for multiple languages for global teams.
• Pros:
  • Connects training directly to the actual sales materials reps use.
  • Very powerful search for finding files and training modules.
• Cons:
  • Can be very complex to set up and requires a dedicated admin.
  • Coaching is just one part of a much larger, expensive platform.
• Security & compliance: SOC 2 Type 2, ISO 27001, GDPR, and TRUSTe.
• Support & community: Excellent customer success teams and a clear product roadmap.

7 — Showpad Coach

Showpad Coach is the training arm of the Showpad enablement platform. It is built to help reps master their messaging and deliver a better “buyer experience.” It is very popular in Europe and with companies that have a heavy design focus.

• Key features:
  • Interactive meeting “practice” sessions.
  • Manager-led coaching paths.
  • Advanced analytics on rep competency.
  • Mobile-friendly training modules.
  • AI-assisted pitch scoring.
  • Recording of “test” pitches for manager review.
• Pros:
  • Beautiful, easy-to-use interface.
  • Very strong on the “Readiness” side of coaching.
• Cons:
  • Conversation intelligence is not as deep as Gong.
  • Pricing can be high for smaller companies.
• Security & compliance: SOC 2, GDPR, and ISO 27001.
• Support & community: Great support for European companies and global enterprises.

8 — Revenue.io

Revenue.io (formerly ringDNA) is built specifically for companies that use Salesforce. It provides real-time coaching, meaning it can give reps tips while they are still on the phone with a customer. It is best for high-volume “inside sales” teams.

• Key features:
  • Real-time “Battle Cards” that pop up during calls.
  • AI-powered call summaries.
  • Complete context for every caller from Salesforce.
  • Manager “whisper” coaching (managers can talk to reps during live calls).
  • Automatic call logging and data entry.
  • Sentiment analysis for both the rep and the buyer.
• Pros:
  • The best tool for live, in-the-moment coaching.
  • Deepest Salesforce integration on the market.
• Cons:
  • Only works for companies that use Salesforce.
  • Can be a bit distracting for reps who don’t like pop-ups.
• Security & compliance: SOC 2 Type II and GDPR compliant.
• Support & community: Very responsive support and clear setup guides.

9 — Brainshark (by Bigtincan)

Brainshark is an older, very reliable name in sales coaching. It focuses on “Readiness” and training. It is used by many Fortune 500 companies to handle large-scale certification and compliance training.

• Key features:
  • Easy-to-create video presentations.
  • Automated coaching using AI to score voice and content.
  • Dynamic leaderboards for team competition.
  • Integration with CRM for “just-in-time” learning.
  • Detailed reporting on training ROI.
  • Mobile app for learning in the field.
• Pros:
  • Extremely reliable and handles large numbers of users easily.
  • Great for businesses that need strict certification records.
• Cons:
  • The interface looks a bit dated compared to newer AI tools.
  • Setting up new content can feel a bit manual.
• Security & compliance: SOC 2, HIPAA, and GDPR.
• Support & community: Long history of excellent enterprise support.

10 — ExecVision

ExecVision is a conversation intelligence platform that focuses on “behavior change.” They believe that just recording calls isn’t enough—you have to change the way reps think and act. It is great for teams that want a very “human-centric” coaching approach.

• Key features:
  • Deep “Behavioral” analytics (tracking specific habits).
  • Customized coaching plans for every rep.
  • Easy “snippet” sharing to highlight small parts of a call.
  • Managers can “tag” specific moments for review.
  • Strong focus on manager-to-rep feedback loops.
  • Library for storing “best-in-class” conversations.
• Pros:
  • Specifically designed for coaching, not just data collection.
  • Very intuitive and easy for managers to start using today.
• Cons:
  • Does not have as many “Enablement” features as Highspot or Showpad.
  • Smaller integration list than Gong or Chorus.
• Security & compliance: SOC 2 Type II and GDPR.
• Support & community: High-touch support with a focus on coaching methodology.

Comparison Table

Evaluation & Scoring of Sales Coaching Tools

Which Sales Coaching Tool Is Right for You?

Solo Users vs SMB vs Mid-Market vs Enterprise

If you are a solo consultant or a very small team, you might find these tools too expensive. However, Salesloft or ExecVision offer good starting points for smaller teams. For mid-market companies, Chorus and Allego are excellent choices. Large enterprises with thousands of reps will almost always choose Gong, Mindtickle, or Highspot due to their ability to handle massive amounts of data.

Budget-Conscious vs Premium Solutions

If budget is your main concern, look for tools that are already part of your current tech stack. For example, if you already pay for Salesloft, use their built-in coaching features first. Gong is a premium solution—it costs more, but for many companies, the “extra” sales it generates more than pay for the software.

Feature Depth vs Ease of Use

Mindtickle and Highspot have the most features, but they require a dedicated person to manage them. If you want something that reps can start using with only 10 minutes of training, ExecVision or Chorus are much simpler and more “user-friendly.”

Integration and Scalability Needs

If your company lives and dies by Salesforce, Revenue.io is a no-brainer. If you use many different tools and want them all to talk to each other, Gong has the widest range of connections. Ensure the tool you pick can grow with you so you don’t have to switch platforms in two years.

Security and Compliance Requirements

Companies in healthcare or finance must be very careful about recording calls. Make sure you pick a tool with “redaction” features (which automatically hide credit card numbers or health info) like Gong or ExecVision. Always check for SOC 2 and GDPR compliance before signing a contract.

Frequently Asked Questions (FAQs)

1. Is it legal to record sales calls for coaching?

Yes, but you must follow “consent” laws. Many tools handle this by playing a recording that says the call is being recorded or by having a “recording” icon visible to the customer.

2. Do sales reps hate being recorded?

Initially, some might feel nervous. However, once they see that it helps them close more deals and get better feedback, most reps actually prefer having the recordings.

3. How much do these tools usually cost?

Pricing is usually “per user, per month.” It can range from $50 per month to over $200 per month for the most advanced enterprise platforms.

4. Can these tools work with Zoom and Microsoft Teams?

Yes, almost all modern coaching tools have “bots” that join your video meetings to record and transcribe them automatically.

5. What is “Conversation Intelligence”?

It is a technology that uses AI to analyze speech. It can tell who spoke most, what topics were covered, and what the “mood” of the customer was during the call.

6. Do I need a CRM like Salesforce to use these?

While not strictly required, these tools are 10X more powerful when connected to a CRM, as they can link calls to specific deals and dollar amounts.

7. How long does it take to see results?

Most companies see a “ramp-up” in rep performance within 3 to 6 months of using a coaching tool consistently.

8. Can these tools help with email coaching too?

Yes, tools like Gong and Salesloft also analyze your emails to see which templates get the most replies and where deals might be getting stuck.

9. What is a “Battle Card”?

It is a quick cheat sheet that helps a rep handle a specific objection (like “your price is too high”) or talk about a specific competitor.

10. What is the most common mistake when starting?

The biggest mistake is buying the software but not having a “culture” of coaching. Managers must actually log in and leave feedback for the tool to be worth the money.

Conclusion

In summary, choosing the right sales coaching tool is about finding the balance between power and simplicity. If you want the most advanced AI and “deal intelligence,” Gong is the clear leader. If you need a platform to handle structured training and certifications, Mindtickle is your best bet. For those who want coaching to happen during the rep’s daily outreach, Salesloft or Revenue.io are perfect choices.

What matters most is that you choose a tool that your managers will actually use. Even the most expensive software is useless if it sits on the digital shelf. The “best” tool is the one that fits your specific team size, your budget, and the way you sell. By investing in one of these top 10 platforms, you are not just buying software—you are investing in the growth and professional development of your sales team, which is the heart of any successful business.