Best Practice Report

Coaching With Dynamic Guided Selling

June 22nd, 2020


Dynamic guided selling is the automated collection of seller activities and buyer interactions, both human and nonhuman, and the application of analytics using AI capabilities, to enable the delivery of near-real-time, context-sensitive, role-specific guidance, and coaching to sales professionals (see Dynamic Guided Selling: An Introduction). Dynamic guided selling can be used by sales leaders as a tool to maximize sales rep effectiveness. In this report, we introduce an action-based approach to drive sales productivity by identifying and enabling the next best action to win the deal.

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