The accelerating pace of innovation in AI technology – in machine-based visual perception, speech recognition, language translation, decision-making and other abilities once reserved only for people – is enabling computers to behave more like real human beings every day. Increasingly, technologists are applying AI to tasks that are essential for sales success: territory segmentation, prospect identification, lead generation, solution diagnosis, cross-selling, pricing and quotation generation, to list just a few that have benefitted from artificial intelligence advances.
According to a recent analysis by Forrester Research, “AI innovations in sales are happening at an unprecedented pace.”1 But they do not believe that AI will make the sales profession obsolete any time soon. “Instead of supplanting traditional sellers,” Forrester concluded, “AI will augment how they work and engage with their buyers, from automating tasks to providing time- and context-sensitive recommendations.”2
Changing sales development
Jurgen Heyman, CEO of Sales Performance International (SPI), believes the future is bright for sales teams who embrace AI advancements. SPI is using AI to revolutionize salesperson’s development, by dramatically raising the level of training relevance and personalization, and by enabling managers to see the business results of learning investments. SPI’s integrated platform for sales team performance improvement, called SPI-1, is fueled by advanced analytics and artificial intelligence capabilities.