Best Practice Report

Conversation Intelligence — Sales Enablement’s New Superpower

CI’s Important And Often Ignored Use Case

January 6th, 2023
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Justin Ferguson , Robin Whiting

Summary

Sales enablement teams struggle to judge the adoption and effectiveness of their sales learning and development efforts. Conversation intelligence (CI) platforms, typically owned by sales operations, offer visibility and insight into seller behaviors that get results, allowing enablement teams to fine-tune training and focus on which instructional approaches are most effective. CI implementation based on proven adult learning strategies and partnership between enablement and operations improve the quality and outcomes of sales learning, coaching, and reinforcement programs. This report describes how to leverage CI platforms during each stage of a sales learning strategy for maximum impact.

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