A new study shows that AI is a viable coaching tool for sales training.

It also illuminates the dynamic interplay between technology and human cognition. As a partner with Corporate Visions, I get the opportunity to access cutting edge research. Here’s the net-net from a recent seminar.

Using AI where it makes sense can not only enhance seller performance but also enrich the experience of learning and growth.

But when is AI the right play?

Use these neuroscience-based guidelines to make sure your coaching strategy has the most impact.

Use AI for Role Play
· Research shows many advantages to sellers using an AI system for role play, such as a Eureka effect and motivation to keep completing the task. Paired with business advantages, such as cost and scalability, using AI for role play is viable option.

Avoid Beginner Coaches
· Sellers excel when they believe they’re being coached by an expert. If you must use an AI system that’s in early development, pick one that doesn’t stress your sellers out. And if a less-experienced person is providing coaching, make sure they work to deliver a pleasant experience.

Guide Sellers through Their Feedback
· The advantage of a human coach is their ability to guide sellers through their feedback. If you’re using an AI tool, opt for those that offer guidance to the seller, not just a detailed report. Consider AI tools that include a verbal component (not only text), to prevent mind wandering and to enable a conversation between the AI coach and the seller.

What are your thoughts?
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