Salesforce’s “State of Sales” report surveyed 5,500 sales professionals earlier this year. Two findings caught my attention. First, sales reps spend only 30% of their time selling during an average week.
Second, 81% of sales teams said they are investing in AI. Of those using AI, 41% believe that they have “fully implemented AI.” The remaining 59% range from having no strategy at all, to tinkering with tools.
Herein lies a massive inefficiency gap that AI can address. For instance, AI tools can automate administrative tasks such as data capture and appointment scheduling, allowing sales teams to spend more time where it counts: engaging with customers.
At Chief Outsiders, we speak to and work with sales leaders every day. We’ve learned a great deal about the adoption of AI in sales. It typically occurs in an ad-hoc manner, with many sales professionals experimenting independently. This fragmented approach leads to inconsistent results and usually overlooks broader strategic goals. True transformation isn’t about throwing technology at a problem. Rather, it's about aligning technology with clear strategic objectives. For AI tools to be truly effective, they must be part of a coherent strategy.
However, integrating AI into existing sales processes does come with its own set of challenges. These include data privacy concerns, the need for significant investment in technology, and potential resistance from sales teams accustomed to traditional methods.
Successful implementation of AI in sales, therefore, requires a well-thought-out strategy that involves:
The Salesforce report also begs the question as to what constitutes “fully implemented AI.” In our experience, “implementation” is the first step in a long process. I prefer “enablement” as the metric for success, meaning that the sales team has been thoroughly trained, understands when and where a tool can be used, and trusts the technology (as it turns out, “trust” is a significant hurdle for both sales reps using AI technology and the customers that are being sold to).
AI-enabled selling refers to the integration of artificial intelligence technologies with traditional sales processes to enhance the effectiveness and efficiency of sales teams. This integration allows businesses to automate routine tasks, unearth deeper customer insights, and deliver personalized customer experiences.
As organizations look to navigate a landscape marked by fierce competition and elevated customer expectations, AI-enabled selling offers a promising pathway to increased efficiency and enhanced customer engagement. However, it is crucial that this technology is not viewed as a standalone solution but as part of a broader digital transformation strategy that aligns with core business goals.
By strategically integrating AI, companies can transform their sales operations into engines of growth. For businesses ready to embrace this change, AI-enabled selling is not just a set of tools, but a future-facing solution poised to redefine how selling is done.
In our upcoming blog posts, we'll delve deeper into the landscape of AI tools for sales, providing insights into how businesses can select the right tools to drive their sales objectives. We’ll also outline practical steps for getting started with AI-enabled selling.
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.