Revenue, Decoded
Revenue, Decoded is Airspeed's weekly read for revenue teams who'd rather fix problems than talk about them.
This week:
- How top teams are using AI to coach smarter and faster
- We’ve got exciting news — you won't want to miss this
- GTM world roundup — G2 badges, London highlights, and we're heading to Phoenix!
Read it below. Forward it to someone who needs it.
How Top Teams Are Using AI to Coach Smarter and Faster
Most managers want to coach more but the calendar won't let them.
Between pipeline reviews, forecasting, and firefighting, coaching becomes reactive and when it happens, it's the same session for everyone.
Here's 5 things the best teams are doing instead:
1. Stop Coaching Everyone the Same Way
Every rep struggles with something different. But most coaching programs treat the team like a single person.
The result? Reps zone out, nothing sticks, and the manager wonders why nothing changed.
AI gives you a bird's eye view of each rep — where they're winning, where they're not, and exactly what they need to work on.
Use all the information it collects to tailor the coaching according to each rep. That way, the’ll see value and you will too.
2. What Gets Measured, Gets Fixed
When reps know only 3–4 calls a week get reviewed, they adjust accordingly.
But when they know every call is being recorded and could be *potentially* reviewed, behavior shifts — even before you coach anything.
Accountability isn't a culture talk. It's a system.
3. Don't Shove the Whole Elephant Down at Once
Sales leaders stack too many changes at once.
New product, new process, new forecast categories — all in the same quarter. Reps can't absorb it, so nothing lands.
Mark Kosoglow's fix: map every initiative against your team's available capacity for change using a simple 9-box matrix.
Plot initiatives on two axes:
- X axis: competency level required (aware, competent, mastery)
- Y axis: cognitive load (low, medium, high).
Each box has a point value. Your team gets 17 points a quarter.
→ A high cognitive load, mastery-level initiative costs 9 points — you can only do one of those a quarter.
→ Low cognitive load, awareness-level? That's 1 point. You can do plenty of those.
The catch is being okay making trade-offs. Not everything can be a priority.
4. Coach the Managers, Not Just the Reps
The deal review between a manager and a rep is where forecast accuracy is actually set.
If managers aren't running those conversations well, nothing downstream fixes it.
Record and score manager-led deal reviews the same way you do discovery calls. You'll quickly find out what they actually do — versus what you thought they were doing.
5. Build a Culture Where Reps Expose Risk Early
The worst thing in a sales org is the fear of saying a deal is at risk.
When reps hide problems, you find out too late to do anything about it.
The fix is culture.
Make it clear that losing alone is the only fireable offense — not surfacing a problem.
When reps trust that raising a flag gets them help, not blame, they'll raise flags. And that's when you can actually save deals.
👉 Bonus: To get the full scope on everything we learned about coaching in the age of AI, watch our webinar with Mark Kosoglow (CRO at Docebo), Nicolas Galantini (VP of Sales at Enso Connect), and Devang Agrawal (co-founder and CTO at Airspeed).
Airspeed is going places — literally
Some of the most important sales conversations don't happen on Zoom.
They happen in the room. At the dinner. In the hallway after the meeting ends.
Until now, those conversations were invisible — no notes, no coaching, no deal signals. Just whatever the rep remembered on the way back to the office.
That's about to change. We're building the Airspeed App — record any in-person meeting and get everything you already rely on: call analysis, deal insights, coaching, and CRM automation.
For every conversation, not just the ones with a link. Send us a message at [email protected] if you'd like to be among the first to try it. 👇
What Else Is Going On In the GTM World
- This week, Ben Miller led an intimate workshop on AI sales coaching in London, and the conversation was exactly what we hoped for: honest, practical, and no fluff. Missed it? Connect with Ben on LinkedIn to keep the conversation going.
- We picked up 10 G2 badges this Spring! Including High Performer across SMB, Mid-Market, EMEA, and Europe, plus Easiest to Do Business With and Momentum Leader. Proof that the people actually using Airspeed are feeling the difference.
- We'll be at Forrester B2B Summit in Phoenix (April 26–29) — find us at Booth 124. Come say hi if you're around!
And that’s a wrap!
If you enjoyed this edition, share it with a teammate!
