In summary, the optimal strategy isn't choosing one over the other but integrating both approaches thoughtfully. In fact, a blended approach delivers the most significant impact by pairing the strengths of each method at the right time: AI-enabled practice provides scalable, always-available opportunities to build foundational conversation skills through consistent, repeatable scenarios—backed by real-time, analytics-driven feedback in a safe, judgment-free environment. Practice with human coaches adds the emotional depth, nuance, and adaptability required for complex, high-stakes conversations. Expert coaches offer a psychologically safe space to explore, refine, and grow through truly personalized and unbiased feedback. Manager-led practice plays a valuable role in reinforcing job-specific behaviors, coaching in real-world contexts, and aligning communication skills with organizational culture—best used to complement formal training rather than replace it.

Sales leaders are constantly seeking ways to improve their team's performance. One powerful method gaining traction is deliberate practice.

This concept has been explored in depth in Harvard Business Review and by authors such as Malcolm Gladwell in "Outliers," Daniel Coyle in “The Talent Code,” and James Clear in "Atomic Habits," highlighting its potential to transform performance across various fields.

This blog post explores the compelling evidence supporting the use of deliberate practice to train salespeople and accelerate sales force development in order to boost overall performance.

The bottom line: to effectively use High-Impact Questions, you must do your homework. Understand your client's business, their industry, and the challenges they face. Combined with the High-Impact Question formula, this knowledge will enable you to craft questions that resonate, challenge, and engage.

Unconscious bias can derail a sales conversation in several ways. Being aware of your own biases and understanding how they influence your customer’s journey can improve your relationships and increase your close rate.

Unconscious bias can derail a sales conversation in several ways. Being aware of your own biases and understanding how they influence your customer’s journey can improve your relationships and increase your close rate.

For over 17 years, we’ve tracked the performance of every salesperson in every one of hundreds of thousands of conversations. With all this qualitative and quantitative data we can say that the two most important skills (and the two that are often performed worst) are curiosity and empathy.