{"id":6914,"date":"2023-10-03T09:00:00","date_gmt":"2023-10-03T16:00:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=6914"},"modified":"2023-10-03T09:00:00","modified_gmt":"2023-10-03T16:00:00","slug":"sales-enablement-ai","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/news\/stories\/sales-enablement-ai\/","title":{"rendered":"The Future of Sales Enablement in an AI-Powered World"},"content":{"rendered":"\n<p>The era of AI-driven sales is here. More than 60% of sales and service professionals <a href=\"https:\/\/www.salesforce.com\/news\/stories\/sales-service-research-generative-ai\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">believe<\/a> generative AI will help them better serve customers. And <a href=\"https:\/\/www.salesforce.com\/products\/ai-for-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">AI-powered tools<\/a> are already disrupting how sellers work by automating mundane tasks and boosting productivity, ultimately driving sales and improving customer experiences.<\/p>\n\n\n\n<p>AI is going to completely reshape the sales function \u2014 including how we <a href=\"https:\/\/www.salesforce.com\/blog\/sales-certifications\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">train and educate sales teams<\/a>.<\/p>\n\n\n\n<aside class=\"contextual-driver has-text-align-left contextual-driver--einstein\">\n\t<header class=\"tidbit-header\">\n\t\t<h2 class=\"tidbit-head\">\n\t\t\tSell faster with Enablement.\t\t<\/h2>\n\t<\/header>\n\t<div class=\"tidbit-body\">\n\t\t<p><\/p>\t<\/div>\n\t\t\t<p class=\"tidbit-link label\">\n\t\t\t<a class=\"label has-right-arrow has-right-arrow--small\" href=\"https:\/\/www.salesforce.com\/products\/sales-enablement\/\" target=\"_blank\">\n\t\t\t\t<span>Learn more<\/span>\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 14 10\">\n\t<path d=\"M13.92 5.38a1 1 0 000-.76.9.9 0 00-.17-.26.25.25 0 000-.07l-4-4a1 1 0 00-1.46 1.42L10.59 4H1.07a1 1 0 000 2h9.52l-2.3 2.29a1 1 0 000 1.42 1 1 0 001.42 0l4-4a.25.25 0 000-.07.9.9 0 00.21-.26z\" \/>\n<\/svg>\n\t\t\t<\/a>\n\t\t<\/p>\n\t\t\t\t<img class=\"tidbit img-einstein\"\n\t\tsrcset=\"\n\t\t\thttps:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@0.5x.png 84w,\n\t\t\thttps:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@1x.png 168w,\n\t\t\thttps:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@2x.png 336w\n\t\t\"\n\t\tsrc=\"https:\/\/www.salesforce.com\/au\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@1x.png\"\n\t\talt=\"Illustration of einstein\"\n\t\tsizes=\"(min-width:1024px) 175px, 130px\"\n\t>\n\t<\/aside>\n\n\n\n\n<h2 class=\"wp-block-heading\">Traditional sales enablement<\/h2>\n\n\n\n<p>Historically, organizations relied on generic sales enablement programs that delivered \u2018set it and forget it\u2019 content to the entire sales organization, regardless of the business challenges sellers were trying to solve. While some training may have been tailored to specific roles, content couldn\u2019t be personalized at scale and organizations generally expected sellers to learn the same foundational content, at the same pace, in the same way.<\/p>\n\n\n\n<p>Enterprises have been willing to spend significantly on these programs, yet had little ability to measure the impact of their investment. ROI was measured solely by whether or not sales team members completed training courses \u2013 not if they successfully applied new learnings to close deals.<\/p>\n\n\n\n<p>No surprise then that sales reps often saw enablement as a box to check, not a path to growth. Thanks to AI, that is no longer the case.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>No surprise then that sales reps often saw enablement as a box to check, not a path to growth. Thanks to AI, that is no longer the case.<\/p>\n<\/blockquote>\n\n\n\n<h2 class=\"wp-block-heading\">AI-powered enablement in action<\/h2>\n\n\n\n<p>With the power of AI and data, <a href=\"https:\/\/www.salesforce.com\/products\/sales-enablement\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">enablement<\/a> is delivering more personalized and effective training, and helping organizations understand the true impact these investments have on their bottom line. Companies can now monitor and adjust enablement programs in real-time, using metrics like win rates, pipeline generation, ACV value and customer satisfaction to continually shape their programs to drive business results.<\/p>\n\n\n\n<p>AI enables sales reps to access enablement programs in the flow of their everyday work, and can help with hyper personalization \u2013 aligning training to an individual&#8217;s past performance, strengths, and growth areas. And companies can take a data-driven approach to understanding the challenges individual sellers face, then automatically provide them with personalized guidance to increase productivity or help close a specific deal.<\/p>\n\n\n\n<aside class=\"more-from-block more-from-block--2 alignfull wp-block-newsroom-moreontopic\">\n\t<div class=\"more-from-block__content\">\n\t\t\t\t\t<h4 class=\"more-from-block__title\">Related<\/h4>\n\t\t\n\t\t<div class=\"more-from-block__cards more-from-block__cards--2\"\n\t\t\t\t>\n\t\t\t\n\n<article\t\t\titemscope=\"\"\n\t\titemtype=\"https:\/\/schema.org\/Article\"\n\t\tdata-card-id=\"13204\"\n\t\tclass=\"content-card content-card--large-inline is-entire-area-clickable content-card--is-boxed\"\n\t\t\tdata-clickable-area-link=\"https:\/\/www.salesforce.com\/au\/news\/stories\/agentforce-for-communications-announcement\/\"\n\t>\n\t\t\t<div class=\"content-card__image-container\" itemprop=\"image\" itemscope itemtype=\"https:\/\/schema.org\/ImageObject\">\n\t\t\t<img width=\"1024\" height=\"576\" src=\"https:\/\/www.salesforce.com\/au\/news\/wp-content\/uploads\/sites\/19\/2026\/02\/Salesforce-Launches-Telco-Specific-Agents-to-Improve-Customer-Service-and-Maximize-Revenue.png?w=1024\" class=\"content-card__image\" alt=\"A screenshot of the Quadstar COMS Sales Console showing an SD-WAN quote interface\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" loading=\"lazy\" decoding=\"async\" srcset=\"https:\/\/www.salesforce.com\/au\/news\/wp-content\/uploads\/sites\/19\/2026\/02\/Salesforce-Launches-Telco-Specific-Agents-to-Improve-Customer-Service-and-Maximize-Revenue.png 1200w, https:\/\/www.salesforce.com\/au\/news\/wp-content\/uploads\/sites\/19\/2026\/02\/Salesforce-Launches-Telco-Specific-Agents-to-Improve-Customer-Service-and-Maximize-Revenue.png?w=300&amp;h=169 300w, 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class=\"content-card__title\">\n\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"https:\/\/www.salesforce.com\/au\/news\/stories\/agentforce-for-communications-announcement\/\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t\t\t\t\t\t\t\t\tclass=\"content-card__title-link\"\n\t\t\t\t\t>\n\t\t\t\t\t\t\t\tSalesforce Launches Agentforce for Communications to Turn Every Customer Interaction into a Growth Opportunity for Telcos\t\t\t\t<\/a>\t\t\t<\/h3>\n\t\t\n\t\t\t\t\n\t\t\n\t\t\t\t\t<div itemprop=\"readTime\" class=\"content-card__read-time\">\n\t\t\t\t6 min read\t\t\t<\/div>\n\t\t\n\t\t\t<\/div>\n\n<\/article>\n\n\n\n<article\t\t\titemscope=\"\"\n\t\titemtype=\"https:\/\/schema.org\/Article\"\n\t\tdata-card-id=\"13114\"\n\t\tclass=\"content-card content-card--large-inline is-entire-area-clickable content-card--is-boxed\"\n\t\t\tdata-clickable-area-link=\"https:\/\/www.salesforce.com\/au\/news\/stories\/state-of-sales-report-2026\/\"\n\t>\n\t\t\t<div class=\"content-card__image-container\" itemprop=\"image\" itemscope itemtype=\"https:\/\/schema.org\/ImageObject\">\n\t\t\t<img width=\"1024\" height=\"576\" src=\"https:\/\/www.salesforce.com\/au\/news\/wp-content\/uploads\/sites\/19\/2025\/12\/Lets-Talk_-How-Conversation-Design-Enables-the-Agentic-Enterprise.png?w=1024\" class=\"content-card__image\" alt=\"How Conversation Design Enables Agentic AI\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" loading=\"lazy\" decoding=\"async\" srcset=\"https:\/\/www.salesforce.com\/au\/news\/wp-content\/uploads\/sites\/19\/2025\/12\/Lets-Talk_-How-Conversation-Design-Enables-the-Agentic-Enterprise.png 1200w, https:\/\/www.salesforce.com\/au\/news\/wp-content\/uploads\/sites\/19\/2025\/12\/Lets-Talk_-How-Conversation-Design-Enables-the-Agentic-Enterprise.png?w=300&amp;h=169 300w, 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Productivity Gap: New Survey Shows ANZ Sales Teams Are Betting On AI Agents To Help\t\t\t\t<\/a>\t\t\t<\/h3>\n\t\t\n\t\t\t\t\n\t\t\n\t\t\t\t\t<div itemprop=\"readTime\" class=\"content-card__read-time\">\n\t\t\t\t6 min read\t\t\t<\/div>\n\t\t\n\t\t\t<\/div>\n\n<\/article>\n\n\t\t<\/div>\n\t\t<noscript>\n<div class=\"pagination-fallback\">\n\n\t\t<a href=\"https:\/\/www.salesforce.com\/au\/news\/wp-json\/wp\/v2\/posts\/6914\/page\/2\/?bc=OTH#section-title\">\n\t\t\tOlder Posts\t\t<\/a>\n\t\t<\/div>\n<\/noscript>\n\t<\/div>\n<\/aside>\n\n\n\n<h2 class=\"wp-block-heading\">The groundwork for AI-powered enablement<\/h2>\n\n\n\n<p>Companies are understandably eager to reap AI\u2019s benefits, but their approach must be thoughtful, outcome-focused, and powered by a strong data strategy.<\/p>\n\n\n\n<p>Effective AI-powered <a href=\"https:\/\/www.salesforce.com\/products\/sales-enablement\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">sales enablement<\/a> requires robust data that is <a href=\"https:\/\/www.salesforce.com\/products\/data\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">connected and organized<\/a>. An effective data strategy is key to helping organizations understand what works and what doesn&#8217;t when selling their products. Data helps companies identify the most effective sales tactics and impart those learnings to their team \u2013 from targeting the prospects most likely to buy, to crafting the most compelling offer for a specific individual or listening for cues to help them overcome objections.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>An effective data strategy is key to helping organizations understand what works and what doesn&#8217;t when selling their products.<\/p>\n<\/blockquote>\n\n\n\n<p>Companies must take a values and human-first approach to integrating AI into their sales and enablement processes. Leaders must also understand and proactively communicate to their teams that AI cannot replace the human connections that drive sales. Rather, AI can support salespeople by offering <a href=\"https:\/\/www.salesforce.com\/products\/sales-conversation-intelligence\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">real-time feedback<\/a> to perfect sales pitches and follow up notes to customers, and perform mundane tasks \u2013 giving sales teams more time, resources, and brain space to do what they do best \u2013 understand customer pain points, present solutions, and build trust.<\/p>\n\n\n\n<p>To thrive in this AI-powered world, organizations must invest in both AI technology and continued people development, especially for the teams directly impacting the bottom line.&nbsp;<\/p>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"h-more-information\">More information:<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Read about how organizations can sell faster with Enablement built directly into your CRM <a href=\"https:\/\/www.salesforce.com\/products\/sales-enablement\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">here<\/a><\/li>\n\n\n\n<li>See how Salesforce drives productive and personalized sales interactions <a href=\"https:\/\/www.salesforce.com\/news\/press-releases\/2023\/06\/29\/sales-service-gpt-news\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">here<\/a><\/li>\n\n\n\n<li>Learn how your organization can turn every sales professional into a <a href=\"https:\/\/www.salesforce.com\/blog\/sales\/?d=cta-body-promo-8\" target=\"_blank\" rel=\"noreferrer noopener\">Salesblazer<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>The era of AI-driven sales is here. More than 60% of sales and service professionals believe generative AI will help them better serve customers. And AI-powered tools are already disrupting how sellers work by automating mundane tasks and boosting productivity, ultimately driving sales and improving customer experiences. AI is going to completely reshape the sales [&hellip;]<\/p>\n","protected":false},"author":569,"featured_media":6915,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"sf_subhead":"","sf_i18n_disclaimer":false,"_jetpack_memberships_contains_paid_content":false,"alternateThumbnailId":0,"sf_product_cta_id":0,"footnotes":""},"categories":[],"tags":[],"sf_content_type":[1099],"sf_theme":[1115],"sf_topic":[1092,1100],"sf_product":[],"sf_industry":[],"sf_role":[],"sf_multimedia_asset":[],"sf_location":[1094],"sf_collection":[],"sf_visibility":[],"coauthors":[1296],"class_list":["post-6914","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_content_type-snapshots","sf_theme-digital-transformation","sf_topic-artificial-intelligence","sf_topic-automation","sf_location-global"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>The Future of Sales Enablement in an AI-Powered World - Salesforce<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/au\/news\/stories\/sales-enablement-ai\/\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Future of Sales Enablement in an AI-Powered World\" \/>\n<meta property=\"og:description\" content=\"The era of AI-driven sales is here. More than 60% of sales and service professionals believe generative AI will help them better serve customers. And AI-powered tools are already disrupting how sellers work by automating mundane tasks and boosting productivity, ultimately driving sales and improving customer experiences. 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