{"id":62623,"date":"2024-02-21T16:31:42","date_gmt":"2024-02-21T05:31:42","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=62623"},"modified":"2024-02-26T11:38:59","modified_gmt":"2024-02-26T00:38:59","slug":"embracing-ai-sales-australia","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/embracing-ai-sales-australia\/","title":{"rendered":"What’s Stopping Australian Sales Teams From Embracing AI?"},"content":{"rendered":"\n

Relationship-building has always been at the heart of sales, so it\u2019s no surprise that the rise of AI has some people questioning where humans will fit into the future of selling. Jeremy Smith, Area Vice President, Head of Commercial at Salesforce, explains why generative AI can not only preserve but enhance the human-centric nature of sales and deepen customer trust.\u00a0<\/p>\n\n\n\n

Success in sales comes down to a key principle: knowing your customer. For Australian customers, who place a high value on honesty and authenticity, a seller’s ability to build a trusting relationship can make or break a sale. In a country that values the human element of sales so much, it makes sense that some sales professionals are hesitant about adopting AI, with concerns ranging from data privacy to the loss of personal touch in customer relationships.<\/p>\n\n\n\n

This scepticism may in part be due to the use of generative AI that many are familiar with. You enter a generic prompt and receive a generic response that\u2019s based on generic data. It\u2019s impersonal and does nothing to build trust. If this were all AI could be, then it would be understandable for sellers to raise an eyebrow at the effectiveness of AI.<\/p>\n\n\n\n

At Salesforce, we approach AI differently. With the formula of CRM + AI + Data + Trust<\/a>, Salesforce can help sellers use data to enhance the human element of sales, not lose it.<\/p>\n\n\n\n

How AI generates not just content, but leads as well<\/h2>\n\n\n\n

While generative AI is best known for content generation, there are other impactful applications for sales professionals.<\/p>\n\n\n\n

According to the 2023 Salesforce Generative AI Snapshot Series<\/a>, the most common use of generative AI in sales is still basic content creation, used by 82% of Australian sellers. But more exciting use cases are starting to catch up. 74% of Australian sales professionals now use AI to analyse market data, while 71% are using it to automate personalised communications and build sales forecasts.<\/p>\n\n\n

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AI isn\u2019t inherently personal or impersonal. It\u2019s how we use our human insights and discretion that will determine whether AI builds trust or breaks it.<\/p>\nJeremy Smith<\/cite><\/blockquote>\nArea Vice President, Head of Commercial at Salesforce, ANZ<\/span>\n