Sales coaching software that turns every conversation into revenue
What is sales coaching software? An essential guide for modern revenue teams
Sales coaching software is a digital solution that helps revenue leaders, managers, and enablement teams systematically improve rep performance by capturing, analyzing, and surfacing insights from real customer interactions. Unlike ad hoc coaching or manual call shadowing, sales coaching software provides a scalable, data-driven approach to developing sales skills, reinforcing best practices, and driving consistent execution across teams.
Why do businesses use sales coaching software? Three reasons stand out:
- Unlock real-time visibility: Sales coaching software captures every call, meeting, and email, giving leaders and coaches a clear, unbiased view of rep behavior and customer responses. This eliminates guesswork and enables targeted, actionable coaching.
- Drive measurable improvement: By tracking key metrics—such as talk-to-listen ratios, objection handling, and competitive mentions—coaching software quantifies progress and ties coaching efforts directly to business outcomes like win rates and ramp speed.
- Scale coaching across teams: With automated insights and structured workflows, sales coaching software empowers managers to deliver consistent, high-quality coaching to every rep, even in large or distributed organizations.
- Automated call and meeting capture
- Conversation transcription and analysis
- AI-driven coaching recommendations
- Scorecards and performance dashboards
- Libraries of top-performing calls and playbooks
- Onboarding new reps: Accelerate ramp time by giving new hires access to the best calls, real-world examples, and targeted feedback.
- Ongoing skills development: Identify coaching opportunities, reinforce methodologies, and track improvement over time.
- Deal and pipeline reviews: Surface at-risk deals, highlight missed signals, and coach reps on next best actions.
- Cross-functional alignment: Share customer insights with marketing, product, and customer success to inform messaging and strategy.
See Gong in action
In this self-guided tour, discover key features that sales teams and leaders love.
Why Gong takes a fundamentally different approach
Most sales coaching tools stop at call recording and basic analytics. Gong goes further—capturing every customer interaction, layering on AI-driven insights, and orchestrating coaching workflows that actually change rep behavior. Instead of generic dashboards or static scorecards, Gong’s Revenue AI OS connects coaching to real business outcomes, making every conversation a lever for growth.
Why use Gong for call recording software?
With Gong, you’re not just recording calls—you’re building a high-performance revenue engine. Gong’s sales coaching solution is built on the richest map of customer interactions in the industry, powered by AI agents that surface coachable moments, automate follow-ups, and track progress in real time.
With Gong, you can:
- Capture every customer conversation—across calls, meetings, and emails—automatically, with zero manual effort.
- Identify coachable moments and skill gaps using AI-driven analysis of real interactions, not just CRM notes or rep self-reporting.
- Deliver targeted, personalized coaching at scale, with automated scorecards, performance dashboards, and best-practice libraries.
- Track coaching impact on key business metrics—like win rates, ramp time, and quota attainment—so you know what’s working and where to focus.
The experience is seamless: Gong integrates with your CRM, calendar, and communication platforms, so every interaction is captured and analyzed without extra steps. AI agents surface insights directly in your workflow, making it easy for managers to coach and for reps to act on feedback. And with enterprise-grade security and governance, you control who sees what, every step of the way.
See Gong’s sales coaching software solution in action
What does this look like in practice? Here’s how revenue teams use Gong every day:
New reps access the “best of the best” calls, learn from real customer interactions, and hit quota three weeks faster.
Managers use AI-powered scorecards to pinpoint skill gaps and deliver actionable feedback—no more random call shadowing.
Enablement teams standardize coaching across regions and teams, ensuring everyone is aligned on messaging and methodology.
Leaders track the impact of coaching on close rates, pipeline health, and revenue—so every coaching investment is measurable.
How does Gong’s sales coaching software system work?
Here’s what happens behind the scenes:
Gong automatically captures every customer interaction—calls, meetings, emails, and more—across your entire revenue team.
The Gong Revenue Graph organizes and contextualizes these interactions, mapping them to deals, accounts, and contacts.
The Intelligence Layer analyzes conversations, surfacing coachable moments, skill gaps, and best-practice behaviors using AI models trained on billions of interactions.
AI agents deliver personalized coaching recommendations, scorecards, and alerts directly to managers and reps, embedded in their daily workflow.
Progress is tracked over time, tying coaching actions to real business outcomes—so you know what’s working and can double down on what drives results.
More than sales coaching software
Gong’s sales coaching solution isn’t just a standalone tool—it’s a core part of the Gong Revenue AI Platform, connecting coaching to every aspect of your revenue operation.
Unified data foundation
Every customer interaction is captured and mapped, giving you a single source of truth for coaching, enablement, and execution.
AI-powered insights
Proprietary AI models turn raw conversations into actionable coaching opportunities, tailored to your team’s real-world challenges.
Embedded AI agents
Specialized agents automate coaching workflows, flag at-risk deals, and surface the next best action for every rep.
Enterprise-grade governance
You control access, permissions, and data retention, ensuring security and compliance at scale.
How sales coaching software powers Gong’s AI OS
Sales coaching software is the engine that feeds Gong’s broader Revenue AI Operating System. Here’s how it connects to every part of your revenue workflow:
Gong Engage: Turn coaching insights into personalized outreach
Sales coaching data fuels engagement workflows by showing reps exactly what works with real customers. With Gong Engage, you can:
- Use AI-driven insights from coaching sessions to personalize outreach and messaging.
- Automate follow-ups based on coachable moments and deal signals.
- Orchestrate multi-channel engagement sequences that reflect what top performers do in the field.
Gong Enable: Transform coaching into scalable training
Coaching insights become enablement assets that drive consistent execution across teams. With Gong Enable, you can:
- Build libraries of top-performing calls and playbooks for onboarding and ongoing training.
- Track rep progress and skill development over time, tied to real customer outcomes.
- Deliver targeted training modules based on actual gaps surfaced by coaching analytics.
Gong Forecast: Ground pipeline predictions in real coaching data
Coaching software isn’t just about skills—it’s about outcomes. Gong Forecast leverages coaching data to:
- Identify at-risk deals based on rep behavior and customer signals.
- Improve forecast accuracy by tying pipeline health to actual coaching interventions.
- Surface leading indicators of revenue performance, so you can act before deals slip.
With Gong, coaching isn’t a side project—it’s the backbone of a connected, data-driven revenue operation.
See sales coaching software in action
Diligent: Embedded Gong to increase close rates by 7.4%
Challenge: Diligent, a leader in modern governance, needed to develop and reinforce its reps’ skills at scale. The company wanted a solution that provided powerful insights for sales leadership and managers to use in coaching conversations, while also supporting onboarding and cross-functional alignment.
Solution: Diligent implemented Gong across sales, marketing, customer success, and product teams. Key elements included:
- Team Pages showcasing rep stats (call duration, performance benchmarks) for targeted coaching
- Scorecards for structured, strategic coaching conversations
- Libraries of “best of the best” calls organized by product line, accelerating onboarding for new hires
- AI-powered identification of coaching opportunities and continuous engagement
- Market intelligence features to capture competitive insights and product feedback
Results:
- 7.4% increase in close rate on calls reviewed in Gong
- Three-week reduction in time for new reps to hit quota, equating to $45,000 additional revenue per new rep
- Sales, marketing, customer success, and product teams all aligned on the true voice of the customer
Diligent now introduces Gong to every new employee during orientation—proof that sales coaching software isn’t just a tool, but a strategic asset embedded in the company’s culture.
"Once our CEO got wind of Gong, adoption and user growth doubled in just six months. Once the reps began using it, there was no turning back."
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What our customers say
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
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Ready to turn every conversation into revenue?
See how Gong’s sales coaching software and Revenue AI Platform can help you:
- Accelerate rep ramp time and skill development
- Deliver targeted, data-driven coaching at scale
- Drive measurable improvements in win rates and revenue
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