The world is changing fast, with many new ideas and technologies. People and businesses want to be a part of this big wave of change. Artificial Intelligence (AI) is one of the biggest changes, like when humans discovered fire, invented the wheel, or created the internet. We’ve learned that we need to adapt to these changes or we might get left behind in history.
As the world embraces AI, so do companies, teams, and individuals. AI and modern tech aren’t limited to industries like automotive or aerospace anymore. They’re becoming crucial in many fields. I’m considering how we can incorporate AI into our sales processes and service delivery methods to make things easier for us as professionals and decision-makers. Adapting to this wave will either lead us to great success or leave us lagging behind in the competitive modern world.
I’ve been gathering insights from my recent observations and readings and I’m eager to share a couple of anticipated future innovations that have the potential to revolutionize the sales industry.
The first skill I always seek in a candidate when interviewing or considering them for a sales role is ‘listening’. We prioritize this skill because it enables candidates to effectively hear and understand the needs of prospects during the discovery call. The notes gathered from this interaction are invaluable for the subsequent stages after the discovery call.
We expected candidates to capture those notes during the initial call. Whether they relied on memory or used a physical notebook with a pen and paper, the latter was most likely the method of choice. I’ve consistently provided my new sales consultants with a pen, paper, and calculator, following a tradition akin to days gone by. However, it’s now time to move beyond these customs. Introducing artificial intelligence (AI), a revolutionary solution capable of not only transcribing calls but also identifying critical information for making informed decisions in the sales process.
I recently came across a blog discussing a company that offers these kinds of solutions to their clients. Through their AI-powered tools, clients can empower their sales consultants. The calls are listened to and transcribed accurately to assist in the following stages.
Now, let’s move on to the second topic. We’ve provided extensive training to all our sales consultants, ensuring they follow processes and sales flows to take actions at the right time with the right approach. But what if this could be handled by AI? I’m confident that many of us have put together onboarding plans that encompass at least the first two weeks for a new sales consultant. I believe most of us still maintain this practice, offering continuous training to ensure they grasp all the necessary sales processes. We’ve conducted training sessions and practical exercises on various aspects, including cold calls, discovery calls, and progressed through stages like pricing, pre-quote calls, after-quote calls. We’ve covered what to say during these interactions and when to follow up, as well as how to successfully close a deal.
Imagine providing a comprehensive role description, detailed task lists, and step-by-step process plans with clear outcomes for each task. Add to that a mix of case studies showcasing both positive and negative results, along with practical examples. Now, envision allowing sales consultants to engage in role-playing exercises with AI, putting into practice what they’ve learned about their current role, product, or service. They would witness the entire process cycle from the discovery call to the closing stage. While this may seem like a dream scenario at present, I’m confident it will become a reality in our sales world in the near future, potentially replacing current onboarding practices.
This innovative approach not only saves time for sales managers but also boosts the accuracy and efficiency of onboarding, strengthens staff retention, and undeniably yields the highest return on investment (ROI). In the early stages of AI integration, this can serve as a distinguishing factor for companies in attracting the right talent. However, as AI becomes more prevalent, it may no longer be a unique selling point, as it will be a standard practice across industries. Those who stick to outdated methods may find themselves struggling to stay competitive in the market.
As a final but equally vital topic, let’s consider the reduction of repetitive tasks for all members of sales teams. Many of us maintain email and proposal templates tailored to various customer types, products, and services, along with scripts for different types of calls or meetings. These resources are all geared towards achieving specific outcomes, as we diligently follow our plans, target results, and set actions in motion. The question arises: Why not automate all of this? AI has the capability to seamlessly extract data from calls, emails, and files associated with a particular project, given that this information is already stored in our CRM tools. Furthermore, AI can conduct cost analyses and determine the optimal profit margin for a specific project based on predetermined inputs. It can then generate all the necessary materials, be it a response to a client’s email, a revised proposal, or any other required output for our sales teams. While this may not be an immediate reality, I believe that in the future, it will become a standard procedure for most companies and their sales departments.
As sales professionals, our primary focus is on client interactions and revenue generation rather than getting bogged down in administrative tasks or post-sales processes. This preference arises from our desire to allocate more time to engaging with prospects and bringing in new business. In this context, AI support proves to be exceptionally valuable. It eases the administrative load on sales representatives by offering guidance on specific actions to take.
While some of these recommendations and anticipated innovations may seem like distant dreams, it’s important to recognize that AI is already playing a crucial role in our lives. We encounter AI in our phones, workplaces, cars, conversations, and numerous other places, often without even realizing it. It’s high time we contemplate how AI can streamline our businesses, enhance team efficiency, alleviate work-related stress, and empower everyone to be more productive, while helping companies to generate more revenue or more profitable revenue.
