Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling by Glenn-Anderson James & Antonio Victor

Author:Glenn-Anderson, James & Antonio, Victor
Language: eng
Format: epub
Publisher: Sellinger Group Publishing
Published: 2018-01-16T00:00:00+00:00

Sales Optimization

If you’re following the conversation thus far, it will be apparent Einstein’s impact on a given company’s salesforce is potentially quite substantial. Among other things, it will automate all the low-level or mundane tasks for a salesperson, in principle freeing them to more closely focus on sales behaviors critical to engaging with clients or closing a deal. The results are salespeople who are generally more productive and clients who are benefitting from an enhanced customer experience (i.e., salespeople and customer service offering useful insights and actionable suggestions).

Accenture's Chief Technology Officer, Paul Daugherty says it best:

[AI] frees up employees to do things they get more satisfaction out of, which is solving more complex problems, and dealing with the more complex issues that arise in business. The technology can learn the workers’ capability, help them understand best practice and help workers do higher-skilled jobs with higher quality, higher productivity, more effectively.

The study “Artificial Intelligence is the Future of Growth” drives home how AI will create growth by automating simple or mundane tasks across a broad cross-section of industries, markets, and roles. Daugherty firmly believes that AI is the greatest transformative force to our global economy today.

We're just at the start of a new era of applying artificial intelligence in a big way to transform business… It will be bigger than the cloud, it will be bigger than the overall digital business wave we’re looking at because it stands to transform the way humans interact with technology and its consumers and workers.24

Of course, the challenges faced by salespeople today will vary depending on the specific industry, market and customer base being considered. That being said, many salespeople are struggling with:

Administrative tasks that don’t affect their sales directly—filling out expense reports, coordinating meeting schedules, responding to low-priority questions from low-probability leads, generating weekly reports for management, and so on.

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