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What role will AI play in future sales organizations?
The promise of automating tasks and replacing inefficient and error-prone human resources is a powerful one. The strides that machine learning, and lately deep learning technologies have made in this field are making many sales leaders contemplate the future of their sales organizations. The benefits of improved efficiency and “smart” operations are compelling. But, how specifically will artificial intelligence contribute to the transformation of future sales organizations? What will a future sales organization even look like – one might wonder. A recent McKinsey Global Institute study found that 40 percent of time spent on sales activities can be automated by adapting current AI technology. If that technology were advanced to match median human performance in natural language processing, the ability to automate sales activities would reach close to 50 percent. This study highlighted gathering customer or product information to determine business needs, processing orders, preparing contracts and other similar activities as key opportunities for automation. The study also calls out the two main benefits to sales organizations from adopting artificial intelligence: efficiency gains through productivity improvements coming from automation, as well as sales growth driven by amplifying the value of human expertise and ability to focus on higher-value activities.
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