How we chose the sales coaching tools on this list

Sales coaching looks different depending on your team’s size, motion, and maturity. To evaluate the best tools, we focused on how effectively each platform supports real execution, not just reporting or training.

Here are the core criteria we used:

1. Ease of use and adoption: The best coaching insights don’t matter if reps or managers don’t use them. We prioritized tools that make it easy to share feedback, access guidance, and apply learning without adding friction to daily workflows.

2. Scalable, personalized coaching: We looked for platforms that help managers coach many reps while still keeping feedback relevant. The strongest tools use real performance data to uncover skill gaps and deliver coaching that feels tailored, not generic.

3. Contextual coaching: Coaching is most effective when it’s grounded in real work. We favored tools that integrate deeply with CRMs, call platforms, and engagement tools so coaching is based on live deal context.

When coaching is contextual and accessible, reps don’t have to hunt for recordings or notes. The data they generate through everyday selling flows directly into the coaching experience, keeping learning connected to execution.

Our top 10 sales coaching software platforms

Below is a quick overview of the sales coaching tools we’ll cover, along with what each one does best.

Loving this list? You’ll also want to read: 9 Best Sales Content Management Software | 9 Top CMS for Sales Teams

1. Spekit — In-workflow, AI-powered coaching that meets reps where they sell

Spekit approaches sales coaching differently than traditional platforms.

Instead of pulling reps out of their workflow to review feedback later, Spekit embeds coaching directly into the tools reps already use. It combines enablement, knowledge, and coaching into a single system that delivers guidance in the moment.

At the core of Spekit is its AI Sidekick, which analyzes deal context, CRM data, and rep activity to surface the right content, talk track, or process reminder exactly when it’s needed.

This allows learning and selling to happen at the same time, reducing context switching and ensuring coaching translates into action.

Key features of Spekit

• AI Sidekick: Delivers contextual coaching and content recommendations based on what a rep is working on right now.

• Centralized content hub: A governed, searchable source of truth for decks, playbooks, and talk tracks.

• Playlists: Guided learning paths for onboarding, launches, or skill reinforcement that adapt to how reps actually work.

• Speks: Bite-sized, in-app guidance embedded directly inside Salesforce, Slack, Chrome, and more.

• Knowledge Checks: Short quizzes to reinforce learning and measure readiness.

• Spotlights: Targeted in-app updates for time-sensitive changes or competitive shifts.

• Analytics: Visibility into which content and guidance drive adoption and impact.

How Spekit improves rep performance

Spekit closes the gap between knowing and doing.

Reps don’t wait for a 1:1 to get feedback. They receive guidance while they’re preparing a call, updating a deal, or responding to a buyer. Managers reinforce skills through Playlists and Speks, then measure adoption through analytics and Knowledge Checks. The result is faster ramp, fewer mistakes, and more consistent execution across the team.

Best for: Mid-market to enterprise teams that want AI-powered coaching and enablement to automatically surface anywhere reps are selling.

2. Highspot — Content-centric coaching for large revenue teams

Highspot combines content management, training, coaching, and analytics in one platform. Its strength lies in helping teams understand which assets and behaviors correlate with success, then scaling those insights across the organization.

Highspot is particularly effective for organizations with large content libraries and complex messaging needs.

Tradeoff: Highspot excels at content-driven coaching, but guidance typically lives inside the platform rather than embedded directly into daily workflows.

Best for: Large B2B teams with complex products and heavy content needs.

3. Gong — Conversation intelligence that fuels data-driven coaching

Gong records and analyzes sales conversations to surface patterns that impact deal outcomes. Managers use these insights to coach reps on specific behaviors like discovery depth, objection handling, or pricing conversations.

Gong shines when teams want objective visibility into what’s happening on calls and across pipeline.

Combined with Spekit, you can turn Gong’s call insights into real-time actions that help reps follow up faster, move deals forward, and convert buyer signals into measurable revenue. Learn more about how Spekit and Gong accelerate pipeline here.

Best for: Teams focused on conversation intelligence and deal inspection.

4. Mindtickle — Structured skill development at scale

Mindtickle focuses on sales readiness through structured learning, AI role-play, and performance measurement. Reps practice skills in simulated environments, then receive feedback before applying them in live deals.

Tradeoff: Mindtickle emphasizes training and practice, with less emphasis on real-time, in-deal guidance.

Best for: Large organizations that need formal onboarding and skill certification.

5. Ambition — Performance-based coaching through gamification

Ambition connects CRM data to scorecards, leaderboards, and coaching plans. It’s designed to motivate reps and help managers intervene early when KPIs slip.

Tradeoff: Ambition drives accountability and motivation, but doesn’t deliver contextual coaching inside selling workflows.

Best for: High-volume sales teams focused on activity and performance metrics.

6. Showpad Coach — Video-based practice and certification

Showpad Coach centers on video learning and AI-assisted pitch practice. Reps record themselves, receive feedback, and build confidence before speaking with customers.

Tradeoff: Showpad Coach excels at preparation, but coaching typically happens outside live selling moments.

Best for: Enterprises running structured certification and video-based training programs.

7. Allego — Mobile-first learning and video coaching

Allego supports distributed teams with mobile-friendly training, AI role-play, and peer video sharing. It’s well suited for organizations that need flexibility and asynchronous learning.

Tradeoff: Allego emphasizes practice and training more than in-workflow execution guidance.

Best for: Distributed or mobile sales teams.

8. Salesloft — Engagement-led coaching tied to daily execution

Salesloft blends outreach, conversation intelligence, and deal management. Its AI prioritization helps reps focus on the right tasks each day, while managers coach based on activity and outcomes.

Tradeoff: Salesloft optimizes engagement and prioritization, but relies on integrations for deeper enablement reinforcement.

Best for: Teams that want engagement and coaching tightly linked.

9. Second Nature — Practice-first AI role-play

Second Nature focuses on conversational AI simulations that let reps practice realistic scenarios on demand. Feedback is immediate and objective.

Tradeoff: Second Nature is powerful for practice, but doesn’t embed coaching into live deal execution.

Best for: Teams prioritizing role-play and message rehearsal.

10. Outdoo — Call analysis plus AI simulations

Outdoo AI combines conversation intelligence with AI buyer simulations. It helps teams connect skill development directly to revenue outcomes.

Tradeoff: Outdoo AI supports coaching and analysis, but in-workflow reinforcement depends on integrations.

Best for: GTM teams combining call analysis and practice.

Choosing the best sales coaching software for your team

The right sales coaching software depends on when and how you want coaching to happen.

• If you need structured training at scale, platforms like Highspot or Showpad Coach are strong options.

• If you prioritize practice and role-play, Mindtickle, Second Nature, Allego, or Outdoo AI stand out.

• If your focus is conversation analysis, Gong and Salesloft provide deep visibility.

But if your goal is to make coaching part of everyday selling, Spekit is built for that reality.

By embedding guidance directly into the flow of work, Spekit ensures coaching isn’t something reps review later. It’s something they use in the moment that matters.

Frequently Asked Questions

1. What is sales coaching software? Sales coaching software helps improve rep performance through structured feedback, training, and data-driven insights tied to real sales activity.

2. How is sales coaching different from sales enablement? Enablement focuses on content and resources. Coaching focuses on behavior and skill improvement. Platforms like Spekit combine both by delivering guidance in context.

3. Which sales coaching tools use AI? Most modern platforms use AI, including Spekit, Gong, Highspot, Mindtickle, and Second Nature.

4. Can Spekit replace traditional training? Not entirely. It reinforces training by surfacing guidance exactly when reps need it, improving retention and execution.