• June 5, 2018

Brainshark Launches Machine Analysis for Sales Coaching

Brainshark, a provider of cloud-based sales enablement and readiness solutions, today unveiled Machine Analysis, an artificial intelligence (AI)-powered engine for sales coaching, augmenting coaches' feedback and scoring.

Building off Brainshark's video-based sales coaching solution, these coaching capabilities offer automated, actionable insights to help salespeople master critical messages before they get in front of buyers.

Brainshark's Machine Analysis analyzes videos that reps submit through Brainshark's sales coaching solution. Machine Analysis transcribes the videos and auto-generates an analysis and score for each submission, factoring in whether sellers adhere to manager-defined parameters, including coverage of key topics, speaking rate, low level of filler words, and more. Managers can sort video submissions by the machine score before providing their own manual reviews and feedback through Brainshark's coaching solution.

Machine Analysis also provides unique, automated insights on rep videos, including the following:

  • Emotion analysis - Machine Analysis analyzes sellers' facial expressions for eight emotions and notes their frequency within submissions. Managers and reps can replay video from within Brainshark's platform, viewing the exact moments when emotion changes are noted.
  • Personality insights - Measuring the frequency of certain categories of words, the engine detects how often participants display openness, conscientiousness, extraversion, agreeability, and an emotional range, to show how sellers could be perceived by buyers.

"AI has an important role to play in the future of sales. For organizations to adopt and embrace it, it's critical to show how AI can augment what sales managers and professionals do, making them even more valuable to buyers," said Jim Dickie, research fellow and co-founder of sales research firm CSO Insights, in a statement. "Technologies like Machine Analysis make sales professionals and their managers even better in their roles, enabling managers to coach and mentor in a more individualized way than ever before. This illustrates the power of dynamic coaching, where technology effectively supplements manager-led coaching to improve win-rates and overall results."

"Machine Analysis is the next step for video coaching. With our new technology, sales managers and leaders can create more precise coaching activities and make better, data-driven decisions. Salespeople, in turn, get consistent feedback on important and sometimes intangible aspects of their presentations," said Brainshark CEO Greg Flynn in a statement. "These are powerful advances in the Brainshark platform, and we remain committed to continuous innovation, helping organizations foster a culture of perpetual sales readiness and greater sales performance."

"For many companies with large sales forces, it's important for managers to be able to easily identify who needs the most coaching and on what," said Tracey Abby, director of global sales and channel enablement at Tenable, the cyber exposure company, in a statement. "With Brainshark's Machine Analysis, we're excited to see AI applied in a way that gives sales managers and coaches an automated video screener pinpointing which reps need the most guidance based on their video submissions and why. Managers can then prioritize their own video reviews and feedback, focusing on reps who need the most help, while also easily identifying standout submissions that can be used as models. These capabilities support greater sales team agility and effectiveness."

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