Sales coaching glossary

An AI-powered software tool that provides coaching to sales reps — either during calls (real-time) or after them (post-call).

A four-element qualification framework covering Budget, Authority, Need, and Timeline.

A broad term for software that extracts structured insights from sales calls — overlaps heavily with conversation intelligence.

A sales model based on Dixon and Adamson's research, defining top performers as reps who teach, tailor, and take control of the conversation.

The percentage of qualified opportunities a sales rep or team converts into closed-won deals.

Software that records and analyzes sales calls after they happen, using NLP to surface patterns, objections, and deal risk.

Software that tracks customer and prospect data, deals, activities, and pipeline — e.g. Salesforce, HubSpot.

A Parallax setup workflow that builds a coaching model from uploaded playbooks and battlecards before the first real call, eliminating cold-start delay.

A description of the customer segment most likely to buy, succeed with, and renew a product — used to prioritize sales effort.

A qualification framework covering Metrics, Economic Buyer, Decision Criteria, Decision Process, Identified Pain, and Champion.

The percentage of reps hitting or exceeding their sales quota in a given period. Industry average in B2B SaaS is roughly 50–60%.

Sales coaching that happens during a live call, surfacing prompts on the rep's screen as the conversation unfolds — as opposed to post-call review.

A short reference document — usually one page — giving reps competitive positioning, differentiators, and objection responses for a specific rival.

A structured evaluation of a sales call against specific criteria — typically used by managers for coaching or enablement QA.

The first substantive call with a qualified prospect, focused on understanding their business problem, buying process, and fit.

The function responsible for equipping sales reps with the content, training, tools, and coaching to sell effectively.

A repeatable framework a sales team uses to run deals consistently — e.g. MEDDIC, SPIN Selling, Challenger, Sandler.

The set of active deals a sales team is working, organized by stage — e.g. discovery, demo, proposal, closed-won.

The time from hire date until a new sales rep is consistently hitting quota. Typically 4–6 months in B2B SaaS.

A research-based discovery methodology asking Situation, Problem, Implication, and Need-Payoff questions in sequence.