By Chris Jeng, Founder of European Gateway
Not all sales reps are comfortable acknowledging that they’re stumped. Perhaps they’re having trouble meeting quota, or they don’t know how to do better on their job, and they don’t want to look weak in the eyes of their manager. AI offers a discreet, non-judgmental approach to diagnosing performance gaps and enhancing self-confidence from the inside out. As Chris Jeng of European Gateway says, “Sometimes the best sales coach is the one that helps you arrive at answers, quietly, when you need them most.”
Begin With Your Calls
Reps can also leverage tools such as Gong or Fireflies to review their sales calls privately. It will highlight talk time, missed chances, ineffective objection handling and other shortcomings. Instead of relying on others for feedback, reps can coach themselves by watching call replays, evaluating their performance, and identifying areas for improvement on the spot.
ChatGPT has the Time to Offer, Unbiased Acceptance Through Chat
Reps can copy and paste parts of the transcript there and all sorts of questions, like, ‘How could I have handled this objection better?’ or ‘What should I have said to reframe the conversation? ChatGPT acts as a coach backstage, offering reps the most-needed clarity and direction without the pressure of judgment.
Track & Improve with Refract
Refract enables reps to see patterns in what they are saying and engaging with – e.g., talk-to-listen ratios, quality of handling objections, and coverage of key topics. It’s designed for self-coaching, which means it’s easier to create benchmarks and gauge growth over time.
The Quiet (and Steady) ROI of Growth
AI provides a safe environment for struggling reps to develop. Using tools like Gong, ChatGPT, and Refract, they can pinpoint blind spots, role-play important moments, and regain their confidence on their own terms. ‘ Well, we’re here to tell you that you don’t always need permission to be better. With A.I., all you need is curiosity and consistency.” The result? That conversation — more robust, more emboldened, less about waiting around for someone else to make a move — is your new baseline of success.
