Managers often try to motivate veteran reps who seem complacent. If these reps consistently achieve their quota, the desire to change them may stem from a manager's attachment to their untapped potential, not an actual performance issue. This can be a waste of management effort.
Off-the-shelf AI call analysis software often fails at scale for consultative sales. Managers get better coaching insights by manually dropping call transcripts into tools like ChatGPT and developing a library of custom prompts to analyze specific sales behaviors.
To motivate a complacent senior salesperson who resists traditional training, appeal to their ego and expertise. Task them with teaching a specific topic to the rest of the team. This gives them a sense of ownership and re-engages them through the act of teaching itself.