In utilizing AI’s pattern analysis capabilities, sales leaders and their teams can also achieve better accuracy in predicting a buyer’s likelihood to follow through on or close a sale based on a given set of behavioral markers
Artificial intelligence, when utilized properly and effectively, has the ability to work in tandem with human members of sales teams to significantly enhance their performance. In fact, AI is best utilized within sales teams as a support tool that enables person-to-person work and connection to be more productive, resulting in more successful sales pipelines and interactions.
AI has two key roles in preparing sales teams for such interpersonal interactions to maximize success. First, AI can research and understand changing products and developing technologies far faster than a human could on his or her own, which allows AI to stay more up-to-date in a consistent and unobtrusive way than any one individual could on his or her own. AI can then process and explain the most current information to the sales team in a digestible, streamlined package.
Secondly, AI can also analyze a huge set of information to identify patterns and make assumptions at a rate exponentially faster than humans alone. When the data can be understood from a bird’s eye view, the information gleaned from that data will be far more comprehensive, as well. Sales forecasting and behavior training can then use these identified and interpreted patterns, empowering sales leaders to guide their teams with increased knowledge and understanding.
Building on that, AI can provide interactive simulations to help sales teams practice and hone their craft and specific pitches. With digitized role-play exercises, AI can allow for sales practice with an individualized approach far harder to achieve with a person-to-person dramatization. This is particularly applicable to the automotive industry, in which salespeople can encounter a wide variety of clients and scenarios nearly simultaneously.
Within the automotive industry, in fact, AI has a particularly poignant potential to offer powerful applications for salespeople. AI can keep up with the latest information on electric vehicles, autonomously driving cars, and other industry technologies, as well as regulatory issues like fuel and environmental efficiencies and effects on both a local and federal level. It can parse out which pieces of information are relevant to which specific salespeople, then allowing them to become immersed in all data necessary to their sales focus, without becoming distracted with other, less applicable information.
Even more specifically, it can help analyze sales calls and “extracting insights into companies’ key priorities” at a multiples-speed rate when compared to humans, according to Harvard Business Review: One service analyzed working at a speed of about 3.8 seconds per call, versus a team of people that took approximately six hours on the same type of transcript.
In utilizing AI’s pattern analysis capabilities, sales leaders and their teams can also achieve better accuracy in predicting a buyer’s likelihood to follow through on or close a sale based on a given set of behavioral markers. This, in turn, will allow salespeople to better understand their clients and their clients’ goals, as well as develop predictive management of a relationship based on these behavior markers.
AI presents a huge number of possibilities for the automotive industry and its sales force. From honing sales techniques to having more knowledge-powered practices and stronger understandings of the ever-changing regulatory landscape, AI is a strong tool, made even stronger when partnered with a powerful sales team.
