7 ways A.I. is already changing Sales Enablement
How will AI impact sales enablement in the near future?
A.I is affecting Sales Enablement at an incredible rate!
One of the key elements of good Sales Enablement is transforming various aspects of the sales process to improve efficiency, improve staff motivation and, ultimately, increase sales. As a sales enablement coach, I thought I would share these 7 areas that AI is will change.
AI is already impacting sales enablement and I believe it will continue to alter how sales enablement is managed quite significantly, even in the next two years.
Let's look at the areas I believe will be affected:
1. Lead Generation and Qualification: AI can analyse incredible amounts of customer data (both internal and external), help identify prospective customers, and convert them into leads by qualifying them (using bespoke defined criteria). These intuitive algorithms will automatically process data, identify patterns, and predict likely customer behaviour, enabling sales teams to focus their efforts on leads with the highest likelihood of conversion. The proverbial low hanging fruit generator!
2. Sales Forecasting and Predictive Analytics: AI leverages historical data, market trends, and various external factors providing accurate sales forecasts. Analysis of patterns and thus identifying correlations leads to predicting future sales trends. This really aids sales teams to efficiently allocate resources, set relevant goals, strong targets, and an opportunity to make informed business decisions.
3. Sales Process Optimisation: AI streamlines and optimises the sales process by automating repetitive tasks. This is the real gamechanger. As those of you that have been through my enablement sessions, my Sales Call Flow accurately maps every element of the sales conversation, with all potential customer responses mapped with a corresponding sales response. It is effective and makes even the most complex sales process much easier to understand and execute. Chatbots and virtual assistants powered by AI would handle routine customer enquiries, using the mapping tool I built, not just freeing up salespeople to be able to concentrate on closing sales and other high-value activities but it will also speed up the sales process, ensuring fewer leads are lost and deals are closed sooner. Administrative tasks, such as data entry and CRM updates will be automated, reducing manual effort and increasing sales team productivity. This also reduces overheads through reducing headcount or making salespeople more efficient. Or both!
4. Targeted, bespoke personalised Customer Engagement becomes a reality. The automated, targeted shop adverts seen in Minority Report are closer than you can imagine! Pre-Cog, not so much, I suspect!: AI facilitates and enables well trained sales teams better opportunities to deliver highly personalised experiences to customers. Through analysing customer data and behavioural patterns, AI algorithms will provide insights into customer preferences, enabling sales professionals to tailor their approach and recommendations. AI-powered tools can automatically generate personalised content, suggest product recommendations, and provide real-time insights during sales interactions leading to more closed deals.
5. Sales Coaching and Training: AI enhances sales coaching and training programs by providing personalised feedback and recommendations much faster and more objectively than a human trainer (even me!) AI-powered coaching tools can analyse sales conversations in real time, review sales presentations, role-playing sessions and offer insights on sales techniques, communication effectiveness, and areas for improvement. Scary for the sales training community! Sales professionals can receive targeted coaching and training based on their individual needs, accelerating their development and performance. Later, AI will be able to deliver targeted sales training not just on what skills need improvement but also in the style best suited to the personality of the learner, delivering learning in the style that is most likely to be remembered. This will be amazing.
6. Sales Performance Analytics: AI can analyse sales performance data and provide in-depth analytics to help sales enablement professionals assess team and individual performance. AI algorithms can identify trends, patterns, and success factors, allowing sales managers to make data-driven decisions, identify coaching opportunities, and allocate resources effectively.
7. Sales Content Creation and Optimisation: AI will assist in creating and optimising sales content. Natural Language Processing (NLP) algorithms will generate personalised emails, proposals, and sales collateral based on customer wants/needs gleaned from their profiles and preferences to identify what resonates with customers. This enables sales teams to refine their messaging and improve content effectiveness.
Some of these features are already available and being implemented. AI will revolutionise sales enablement by automating tasks, providing data-driven insights, and enhancing customer engagement. Used correctly, by the AI confident sales enablement manager, sales teams will be empowered to work more efficiently, make better-informed decisions, and deliver personalised experiences that drive better results all round.
AI is changing the sales world very quickly. If you're in Sales Enablement, it’s vital to get on board immediately.
If you want to chat about how I can help your team become the best version of themselves and make your sales process fast, effective and efficient, please email me at adam@adamcaplan.co.uk.
Thanks for reading! Adam