The unique abilities of AI to make people more productive, such as by drafting otherwise tedious emails, have been expounded on endlessly. What remains to be seen are the long-term strategies for using AI that increase revenue and business outcomes.
Companies that realize those possibilities will set themselves apart—especially as the volatile economy makes revenue less predictable.
Forecasting and deal management are big focuses for revenue leaders, even more so in today's economy, as B2B sellers face tighter budgets and increased scrutiny on every deal. According to a Gartner report, however, most sales leaders aren't confident in their forecasts, and the challenge every leader wants to overcome is knowing how to close that gap.
The missing piece of the puzzle is talent optimization.
New developments in sales enablement can help sellers improve in the field using training platforms, content, and coaching. Revenue leaders can now combine insights from this new type of enablement with RevOps products, including call insights and data from digital sales rooms, to better understand where the seller needs to improve.
Although RevOps goes beyond sales, sales enablement is a key element of the revenue pillar. AI is unlocking new possibilities for efficiency, agility, and sustained growth. AI is integrated into the entire revenue generation process—from sales to customer success and beyond—and that will only increase.
Changing Sales Enablement
Sales coaching, onboarding, and enablement are all part of a bigger RevOps picture. In the current economic landscape, businesses are cutting their budgets; and, as a result, buyers are scrutinizing deals more closely.
The buyer-seller dynamic has shifted, and effective onboarding and training programs are the key to closing the gap and meeting revenue goals.
The role of AI in sales enablement has grown significantly. AI is now being used to create personalized training programs, analyze sales calls, and facilitate realistic roleplays to enhance sales teams' skills. Conversation intelligence, a subset of AI, decodes and optimizes communication.
Another area where AI is empowering sellers is with self-enablement tools.
Self-enablement, where sellers can monitor their own progress, benefits the most from new AI tools, such as AI-driven call scoring that provides real-time feedback. Sellers can use that capability to enhance their performance evaluation, providing a more nuanced understanding of strengths and areas for improvement.
Bringing together these enablement metrics with seller-specific insights gleaned from training or content usage and buyer insights from their interactions with content or sellers helps build a more complete view of what the seller is doing in the field from a deal perspective. That level of AI-driven sales coaching contributes to more effective and adaptable sales teams.