"...so what does your current process look like for that?"
Strong open question. Next: layer a follow-up to surface the cost of the current process.
The problem
Sales training was designed for a time when listening to calls was hard.
Almost every problem with the old way comes back to one thing. Nobody could hear enough of what was really said.
Training happens on a calendar
Your team sells every day. A workshop once a quarter cannot keep up with the calls happening in between.Coaching runs on a sample
A manager only hears a few calls a week, so people get coached on the calls that happened to be overheard.Nobody can prove it worked
Attendance and completion tell you the training ran. They tell you nothing about whether real calls got better.
The category
Coach from what happened, not from the calendar.
Dynamic Sales Enablement means helping your team improve all the time, using what their real calls show. AI spots what is happening. People do the coaching, the practice and the follow-up.
AI listens to everything and remembers it. Managers bring judgement, challenge and follow-up. Neither side works on its own.
- 01
Observe
- 02
Understand
- 03
Prioritise
- 04
Guide
- 05
Practise
- 06
Coach
- 07
Apply
- 08
Measure
- 09
Learn
The loop does not end. Each cycle produces the evidence that starts the next one.
The platform
Four things, happening all the time.
Evidence
Every conversation assessed
Every call is scored against your own framework, and each score links to the exact moment in the call it came from.Guidance
One focus per seller, per week
One thing to work on, taken from their own calls, with a short reminder each day so they know what to change tomorrow.Coaching
Managers arrive prepared
We write the one-to-one brief for them: what to raise, which skill it relates to, and the clip to play.Measurement
Before and after, per seller
See how each skill has moved since last time, so you can show what your training money actually changed.
Overall QA
86/100
Critical / auto-fail items
What your team gets
A focus for the week, and one email a day.
Every rep starts the week with one thing to work on, chosen from their own calls. Each morning they get a short email with what happened yesterday, the moment it happened, and one thing to try today.
Their manager gets the same picture, with the clip ready to play, so the one to one is about a real call rather than a feeling.
From
Eriqa Coaching
Subject
Today: one change to your discovery questions
This week you are working on
Discovery Proficient
What happened yesterday, 02:41 to 03:38
"So you are looking at a new system. Shall I walk you through what we do?"
You moved to your pitch before finding out what the current process costs them.
Try this on your next call
Asking what the current process costs them each month, before you describe anything you do.
Week of 12 January
Get the cost of the problem on the table
Up 7 points on last week, across 24 scored calls.
Three things to do this week
- 1Ask what the current process costs, on every first call.
- 2Listen back to Tuesday 10:04, where it worked.
- 3Bring one call to your one to one on Thursday.
Evidence discipline
If we cannot show it, we do not say it.
We work in three steps. First we pull out only what was actually said. Then we look for patterns in those facts. Then we write it up, using nothing that the first two steps did not find. Every score links back to the moment in the call it came from.
"Yeah, we are looking at this for Q3 but honestly the cost is what is holding us back."
Rep: "Got it. What does your current process look like for that?"
"It is mostly manual right now, spreadsheets, three people involved..."
Discovery: Proficient
Open question used to surface current state. Cited at 02:41. Next coaching step: probe the cost of doing nothing.
Who it is for
Four roles, one set of facts.
For sellers
You get one thing to work on this week, taken from your own calls, and proof at the end of the month that it improved.
For managers
Eriqa tells you who needs your attention this week, what to raise, and which moment in which call to play.
For enablement
See what is really missing across the team, whether your last programme changed anything, and where the playbook is being ignored.
For revenue leaders
Your pipeline tells you the result. This tells you what your team did to get it, person by person, with the calls to prove it.
How to buy
One plan, two optional bolt-ons.
£79 per rep per month
Eriqa
+£29 per rep per month
Act & Enable
+£0 per rep per month
Community
Point it at last week's calls.
The quickest way to judge this is to run it on calls your team made last week.