Sales managers are expected to coach their teams, but many don’t have the time to do it consistently. Artificial intelligence (AI) can extend a manager’s reach, but only if it focuses on the factors that actually influence sales performance, rather than simply tracking activity or improving talk tracks.

Brett Shively, CEO of Integrity Solutions, will share insights from five decades of research on seller mindset, including five factors that predict sales results. He’ll also explore how AI-guided coaching can help managers identify and develop these factors at scale, while being candid about where AI can build seller competency and where it may weaken it.

This interactive session will explore:

• The five factors that predict sales results and how to identify them on your team
• Why manager capacity is the real constraint in most sales enablement programs, and where AI can extend a manager’s reach without adding to their calendar
• What to ask any training partner before investing in AI-enabled coaching

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Speaker

Brett Shively, CEO, Integrity Solutions Brett Shively joined Integrity Solutions as CEO in September 2024. His career began in sales and spans more than 30 years in the learning and development, regulatory compliance, post-secondary higher education, and edtech industries. Prior to joining Integrity Solutions, Shively serviced as CEO in the IT and cybersecurity training and certification sector, where he completed and integrated five acquisitions while growing the business organically at high double-digit rates on both the top and bottom line. He brings deep private equity experience, a record of growing businesses, opening new markets and a steady hand through complex change. He is also known for developing the people around him. At Integrity Solutions, Brett is focused on the question behind this session: What actually predicts seller performance, and how organizations can measure and coach it.