Background

Shahani Group is an established education organization in India that operates multiple institutions. With a focused inside sales team, the Group sells online courses and certifications across domains including management, banking and digital marketing.

Challenge

As the sales function evolved, several gaps emerged that made it difficult to maintain consistent performance and scale effectively.

Sales conversations varied across the team, creating uneven experiences for prospective students. Leadership had limited visibility into actual call quality, which made coaching subjective and reactive rather than proactive. Objection handling and product positioning were inconsistent, impacting conversion rates. Manual coaching processes consumed significant manager time and couldn't keep pace with the team's needs.
Despite strong effort from sales leaders, the absence of structured, data-backed insight into daily conversations made it difficult to systematically improve performance.

The Approach

Cuebo partnered with Shahani Group to introduce a structured, analytics-driven approach to sales readiness that connected learning directly to real performance.

AI-driven call analysis: Cuebo analyzed real sales conversations to surface strengths, gaps, and recurring patterns. Each call was summarized to identify next steps and actionable items for both reps and leadership, creating clear visibility into what was working and what needed improvement.

Scenario-based roleplays from real conversations: Practice scenarios were built directly from actual customer objections and conversations the team encountered. This ensured reps were practicing the exact challenges they faced daily.

Manager visibility and coaching insights: Daily reports helped managers identify rep strengths, weaknesses, and leads needing more attention or escalation. This replaced guesswork with data-backed coaching priorities, helping managers use their time more effectively.

Objection library: Common objections extracted from real calls were organized in a centralized library, giving both reps and leadership visibility into recurring challenges and capability gaps across the team.

This created a continuous feedback loop where learning, practice, and performance improvement were tightly connected.

"Cuebo’s AI-powered sales assessment and coaching platform has proven to be a valuable tool for Shahani Group. It provides clear insights into the development areas of our sales reps, including objection-handling skills, and offers practical guidance for improvement. This has led to noticeable improvements in our team’s performance and conversion rates. The platform has also made the coaching process more efficient for our sales managers."


Dr Akhil Shahani, Managing Director, Shahani Group

Why Cuebo worked for Shahani Group

Several factors made this partnership successful. Learning was grounded in real sales conversations rather than theoretical content, making it immediately relevant and practical. Continuous reinforcement replaced one-time training events, building lasting habits instead of just awareness. Managers gained actionable insights instead of relying on gut feel, helping them coach more effectively.