---
title: Sales team coaching software for sales managers | Ricavi
url: https://www.ricavi.ai/for/sales-managers
updated: 2026-10-20
language: en-AU
---

# Sales team coaching for managers who can’t be on every call.

> Coach every rep on every call without sitting in. Ricavi scores each call against your methodology and hands you the moment to raise in each one-on-one.

This is the Markdown version of Ricavi’s page for sales managers, written for AI assistants. It follows the page section by section (round 3’s order). The figures are the page’s approved figures. The team of eight reps and their week of forty calls is an example with sample names, and Brightwell is an example deal.

- Page: https://www.ricavi.ai/for/sales-managers
- Pricing: https://www.ricavi.ai/pricing
- Book a demo: the Book a demo button on https://www.ricavi.ai/for/sales-managers opens the demo form.

## For sales managers

Ricavi coaches every rep live on every call. When the call ends, it scores the call and hands you the moment to raise in the one-on-one.

- Security and data: SOC 2 Type I and II, ISO 27001, GDPR, and no external training on your data.
- **6.3x:** sales performance lift. Teams that get coached regularly do better than teams that don’t.

## What Ricavi does for a sales manager

- **Coaches reps live:** A sidebar only your rep sees shows what to say next.
- **Scores each call:** Ricavi scores each call on five skills, plus your framework’s steps.
- **Flags who to coach:** A coaching card tells you which rep needs you, with the question to ask.
- **One-on-one prep:** Take the question in, or open it in Microsoft Teams.

## Your team’s week: you can’t listen to forty calls a week.

Here’s one example week for a team of eight reps. Each square is a sales call. Ricavi scores every call, then shows you the few that need you.

- **Just you:** 10 of 40 calls coached. You have time to coach two reps properly. Most reps get a listen-back a week later.
- **With Ricavi:** 40 of 40 calls scored. Ricavi coaches each rep on the call itself. Then it scores every call and shows you the few that need you.
- **Who needs you, in the example week:** Ethan Cole on Tuesday (Discover was the weakest skill), Priya Desai on Wednesday (one of her deals is flagged at risk), and Freya Lindqvist on Thursday (her objection handling score dropped).
- Example team with sample names. Each square is one call.

**You coach two reps. Ricavi scores all forty calls.**

## Call review: find the coaching point in a call you weren’t on

This is Ricavi’s page for one of your reps’ calls. The score, the coach’s reason, and the moment it slipped are already laid out.

1. **Did they find the pain?** Discover means asking about the buyer’s needs. It’s the weakest skill on this call.
2. **Why it scored low.** The coach’s note says the rep waited forty minutes to ask what the buyer needs.
3. **Where it slipped.** Discovery came too late to shape the proposal. Ask the rep what held it back.
4. **Key moments.** Jump to the flagged moment in the recording when you want to hear it yourself.

Bring it to the one-on-one.

## For your next one-on-one: one-on-one sales coaching questions, sorted by skill

Start where the scorecard points. Discover slipped on the example call, so its questions come first. Filter by any of the five skills, copy a question, and know what a good answer sounds like before you ask it.

- **Discover:** What did the buyer say the problem costs them? A good answer: A number or a consequence, quoted in the buyer’s own words.
- **Discover:** Who else is involved in signing this off? A good answer: Names, roles, and the steps to a decision, or a clear plan to find out on the next call.
- **Engage:** How did you open, and when did the buyer start talking? A good answer: An opening tied to the buyer’s agenda, and the buyer doing most of the talking within the first few minutes.
- **Engage:** Where did the buyer lean in, and how did you know? A good answer: A moment the rep can point to, in the buyer’s own words, not “they seemed keen”.
- **Question quality:** Which question got the longest answer? A good answer: An open question the rep can quote, and what it uncovered that a yes or no would have missed.
- **Question quality:** What did you want to ask but didn’t? A good answer: One honest gap, and the exact words the rep will use next time.
- **Tonality:** Where did you speed up, and why? A good answer: The moment the rep felt pressure, and how they would slow it down next time.
- **Tonality:** How did you sound when they pushed back? A good answer: Calm and curious rather than defensive, with a pause before the answer.
- **Objection handling:** What was the objection behind the objection? A good answer: The real concern in the buyer’s words, such as risk, timing, or who else needs convincing.
- **Objection handling:** What would you say if they raised it again? A good answer: A response the rep can say out loud now. It acknowledges the concern, answers it, and ends on a question.

## The coaching loop: how do you coach sales reps on every call?

Start from what was said on each call. Ricavi scores every call against your sales framework and names the one skill that slipped. You raise it in the one-on-one, with the moment behind it. The rep practises in private. The next call’s score shows whether it stuck.

| When | What’s happening | What Ricavi does |
|---|---|---|
| On the call | Your rep talks with a buyer. | Ricavi coaches the rep live, in a sidebar only the rep sees. |
| When it ends | The call is over. | Ricavi scores the call on five skills, plus your framework’s steps. |
| That day | A deal is flagged at risk, or a score drops. | A coaching card tells you which rep needs you, with the question to ask. |
| Before the one-on-one | You pick one thing to raise. | Take the question in, or open it in Microsoft Teams. |
| Between calls | The rep wants another go. | The rep role-plays the moment in a text chat. It stays private unless they share it. |
| The next call | The rep tries it again. | The next call’s scorecard shows whether the change held. |

Last reviewed 20 Oct 2026 · Source: Ricavi product documentation

**Coach from the call. Not from memory.**

## Where Ricavi sits: coaching on the calls and CRM your team already uses.

Your reps’ calls come in from Google Meet, Microsoft Teams, and Zoom. Ricavi scores every call, and drafts the CRM updates for the rep to approve.

- 83%: less admin. Ricavi writes the call notes, drafts the follow-ups, and updates the CRM once reps approve.
- Your CRM: HubSpot, Salesforce, or Microsoft Dynamics. Calendar and files sit alongside.
- Not a DIY product. Installed and monitored by sales and technical leaders.

## Sales frameworks: every rep scored on the same framework.

Your team trained on a sales framework, like MEDDPICC or BANT. Ricavi checks every call against it, so every rep is scored the same way.

- Built in: MEDDIC, MEDDPICC, BANT, SPICED, Challenger, SPIN Selling, Gap Selling, Sandler, and Solution Selling, or your own.
- One framework is active for the whole company. Switching takes one setting.

Built by builders: behind Ricavi are 20 years of the founders’ sales coaching and 5,000+ built-in skills. Each skill is a play for one moment in a deal, like handling a price objection or mapping the buying committee.

> “I have been working with the team at Ricavi for the last two months and already achieved higher conversion rates and a faster sales cycle.”
> Stuart Cook, MD, TWIYO

## What a sales manager says

> “I was at dinner and overheard my team telling our GM how valuable they found Ricavi.”
> Jane Susak, Sales Manager, Essential Assessment

## Get to know us

- The Revenue Leaders podcast, The B2B Sales Playbook, and the Growth Forum community.

## FAQ: the questions managers ask first

### What is sales team coaching?

Sales team coaching is how a manager helps each rep sell better, **one skill at a time, from real calls**. Most B2B sales coaching runs on memory, because no manager can join every call. Ricavi scores the calls you can’t join. Then a coaching card tells you which rep needs you, and the question to ask.

### How do you coach sales reps on every call?

Start from **what was said on each call**. Ricavi scores every call against your sales framework and names the one skill that slipped. You raise it in the one-on-one, with the moment behind it. The rep practises in private. The next call’s score shows whether it stuck.

### Can I coach my sales team without hearing every call?

Yes. Coaching a sales team can start from **the scorecard, not the recording**. Each call is scored on five skills, plus your framework’s steps. Key moments are marked with the time they happened, such as buying signals, risk signals, and competitor mentions. Jump to a marked moment when you want to hear it yourself.

### What do I bring to one-on-one sales coaching?

Bring **one skill and the moment behind it**. When a deal is at risk, a coaching card gives you a question to ask the rep. You can copy it, or open it in Microsoft Teams. When a rep’s objection handling score drops, Ricavi suggests a training plan. You can send it by email.

### Which sales coaching techniques does Ricavi use?

It coaches at three points. During the call, **a sidebar only the rep sees** prompts any critical step still open after halfway. After the call, the scorecard shows timestamped examples of what went well and what slipped. Then the rep can practise in a private coaching chat, with role-play against an AI-simulated buyer.

### Will my reps feel like they’re being monitored?

During the call, **the sidebar is theirs alone**, and their coaching chats stay private unless they share them. They see their own scorecards, and their call notes and follow-ups are drafted for them. Once the call ends, you see the recording, the scorecard, and the deal.

### How do I know if my coaching is working?

Watch the scores move. The team view shows **which reps are improving and which have drifted**. It also shows the average score, objection trends, and how your reps compare. So sales performance coaching becomes something you can check, not guess. Open any call to hear what sits behind a score.

### Does Ricavi replace a sales coach?

No. Ricavi does the listening and scoring that sales manager coaching needs. It coaches each rep live during the call and scores the call afterwards. **The coaching conversation stays with you**, or with the coach you already work with. Now it starts from what the rep said on a real call.

### Can we coach to our own sales method?

Yes. A sales methodology is the way your team was taught to sell. Nine are built in: MEDDIC, MEDDPICC, BANT, SPICED, Challenger, SPIN Selling, Gap Selling, Sandler, and Solution Selling. **Your admin can also set up your own.** One is active for the whole company, and every call is scored against it.

## Product facts

| Figure | Label |
|---|---|
| 6.3x | Sales performance lift. Teams that get coached regularly do better than teams that don’t. |
| 83% | Less admin. Ricavi writes the call notes, drafts the follow-ups, and updates the CRM once reps approve. |
| 9 | Sales frameworks built in, plus your own. |

- Meetings: Google Meet, Microsoft Teams, and Zoom, through a Chrome extension. No bot joins by default.
- CRMs: HubSpot, Salesforce, and Microsoft Dynamics. CRM updates are drafted for the rep to approve.
- Forecasting: Ricavi’s forecast appears beside your own once ten or more deals have closed.
- Security: SOC 2 Type I and II, ISO 27001, GDPR, and no external training on your data.

## Links

- For sales managers: https://www.ricavi.ai/for/sales-managers
- Pricing: https://www.ricavi.ai/pricing
- Book a demo: use the Book a demo button on https://www.ricavi.ai/for/sales-managers
- Sales coaching software: https://www.ricavi.ai/sales-coaching-software
- Pipeline forecasting: https://www.ricavi.ai/pipeline-forecasting
- For sellers: https://www.ricavi.ai/for/sellers
- For sales leaders: https://www.ricavi.ai/for/sales-leaders