In the first two blogs of this three-part series, we introduced the concept of AI-enabled selling, the need for an integrated strategy, and a framework for mapping the myriad technologies available to the needs of the sales organization. We learned that the adoption of AI-enabled selling—the sophisticated merger of AI technologies with traditional sales processes—has become instrumental in transforming organizational sales approaches. With this foundation in place, we are in a better position to discuss the payback and chart a path forward that aligns with a company’s highest priorities.
Quantitative studies and industry reports are beginning to articulate a compelling case for adopting AI in sales operations. According to the "Salesforce State of Sales Report," businesses embracing AI have seen a 50% reduction in time spent on data entry tasks by sales reps, a 35% boost in customer satisfaction scores, and a 30% increase in close rates for sales teams. The result: “83% of sales teams with AI saw revenue growth in the past, versus 66% of teams without AI.”
These are compelling results, especially given how recently these technologies were deployed. But they only tell part of the story. Security, training, and trust are formidable challenges according to sales professionals and they need to be taken into account in order for companies to receive the full value of their investment.
Similar concerns are forefront in the minds of the buyers of a product or service and must be considered when adopting AI technology. In fact, “Only 55% of business buyers trust AI to be as accurate as a human,” according to the Salesforce report. There are several likely reasons causing their concern.
I’m reminded of the Hippocratic Oath: First, do no harm. Sales professionals have invested significant time and energy building relationships with their buyers. They cannot afford a costly misstep through improper or inadvertent usage of a new technology, no matter how compelling. At Chief Outsiders, we advise clients to adopt an approach like the one below.
AI-enabled selling isn't an option—it's a strategic imperative. The operational efficiencies, enhanced customer insights, and improved decision-making afforded by AI translate into real competitive advantages.
If you have not started down the path to AI-enabled selling, you should. And if you have started, chances are you overlooked some of the key tenets for success.
According to the Salesforce report, 41% of the sales teams surveyed believe that they have “fully implemented AI”. Yet most of them have not trained their employees or set ethical standards for usage.
Implementing a new technology is relatively easy. In and of itself, it has no inherent benefit to a company. The benefits come with enablement and usage. And the journey begins with a commitment—an investment not just in technology, but in data, people, business processes, and a commitment to transparency for all consumers of AI content.
Chief Outsiders will help you on your journey. Click here to take a FREE “AI-Enabled Selling Assessment.” It only takes a few minutes. When it’s complete, we’ll deliver a comprehensive report on your accomplishments, opportunities for improvement, and practical recommendations to ensure your success.
Topics: Sales Strategy, Sales Enablement, Sales Funnel, Chief Sales Officer, AI
Mon, Oct 14, 2024