{"id":3621,"date":"2016-10-24T16:35:00","date_gmt":"2023-10-18T16:35:33","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=3621"},"modified":"2023-10-18T17:35:53","modified_gmt":"2023-10-18T17:35:53","slug":"ai-sales-faq-list","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/ai-sales-faq-list\/","title":{"rendered":"AI in the Sales Department: An FAQ List"},"content":{"rendered":"\n<p>If all you know about artificial intelligence (AI) comes from watching movies, the future of the sales department may look pretty frightening. <\/p>\n<p>Whether it\u2019s the maniacal robot HAL from 2001: A Space Odyssey to more recent films like Ex Machina, AI tends to power robotic or Android-like characters whose main mission seems to be destroying the humans who created them. It may be hard to imagine the same technology improving the way reps find prospects, nurture leads, and close deals. <\/p>\n<p>Nevertheless, AI is quickly transforming tools that small and medium-sized business owners use as were previous waves of IT innovation such as cloud computing, mobile computing, and big data analytics. In fact, expect to see more organizations begin to deploy technology like CRM that is already critical to their business, but baking in AI capabilities. This may provoke a serious discussion among your team, so be prepared. <\/p>\n<p><a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/ca\/form\/pdf\/ai-for-crm.jsp?d=7010M000001y9cM\"><img decoding=\"async\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/AI-for-CRM-CTA.jpg?strip=all&#038;quality=95\" alt=\"Everything you need to know about AI for CRM. Get the ebook.\"><\/img><\/a><\/p>\n<p><i><b>Is it possible AI will reduce the need for human salespeople at some point? <\/b><\/i><\/p>\n<p>This is where the movies and real life have little, if anything, to do with each other. It\u2019s important that sales teams in particular be assured that AI is not meant to displace them but support them. The best way to do this is by making sure they recognize AI is not a concept out of science fiction but something that\u2019s part of their everyday lives. This can be done in a few ways. <\/p>\n<ul>\n<li>Create a slide deck that showcases some of the places that AI may be working behind the scenes. This could include friend recommendations on Facebook and \u201cPeople You May Know\u201d on LinkedIn, most visited places itemized in a digital mapping application, or even those \u201cYou May Also Like\u201d suggestions at the end of articles online. See how many other examples your team can cite. Suddenly AI will seem less scary and more like a helpful assistant. <\/li>\n<li>Have each member of your team think about where they might be considered a \u201cregular,\u201d whether it\u2019s a store or restaurant, and what being a regular means. More often than not, the stories you\u2019ll hear involve diligent employees anticipating their needs based on how well they know them. This is the same way the best AI works. <\/li>\n<li>On a whiteboard, ask team members to help create the \u201cUltimate AI Wishlist.\u201d In other words, what do they wish AI could do for them\u2014wash dishes, take out the trash, fill out reports? When they start thinking of AI\u2019s possibilities they\u2019ll be less anxious about the changes it will bring to their day-to-day work. <\/li>\n<\/ul>\n<p><b><i>What will it take to get used to AI in the office? <\/i><\/b><\/p>\n<p>All new technology brings about some change management. It was even true of CRM, when sales reps who were chained to their personal rolodexes had to get used to sharing and managing information about customers much differently. In the long term these transitions have a big payoff, but there\u2019s an art to ensuring it goes smoothly. These should be among your talking points. <\/p>\n<ul>\n<li>Play \u201cRemember when?\u201d Ask the team about the first time they heard the word \u201ccloud\u201d in reference to IT or \u201cwearables.\u201d What can they recall about their assumptions at the time, and how did that compare to how things played out? What was once considered \u201cdisruptive\u201d is now either taken for granted or so valuable people couldn\u2019t think of going back to the past. Help them see the same will be true for AI in sales. <\/li>\n<li>Walk through the team\u2019s daily, weekly or monthly activities. Get granular: Talk in particular about the things that tend to take up a lot of a rep\u2019s time, such as reaching out via phone calls or e-mail to prospects who fail to respond. AI promises a more sophisticated way to bring the right opportunities to sales in less time, resulting in more meetings, quicker conversion, and ultimately a greater chance for reps to play to their strengths. That often includes the interpersonal skills that machines inherently lack. <\/li>\n<li>Create a team that will attempt to do some AI scenario-planning. Just as sales almost always involves sketching out how a product or service will enhance a customer\u2019s operations in some way, let reps use their very human creativity to illustrate the best possible outcomes AI could help the company achieve. <\/li>\n<\/ul>\n<p><b><i>What if AI doesn\u2019t work as well as it\u2019s supposed to work? <\/i><\/b><\/p>\n<p>No matter how fast an SMB grows, it would never move into a larger office without a lot of advance planning. Using AI should be treated with the same forethought. As with an IT project, failure to plan often results in frustrated employee expectations and lost time and money. It may be difficult to understand what steps need to be taken, but here\u2019s are some starting points: <\/p>\n<ul>\n<li>Conduct a data quality assessment: Survey the team about where they find themselves digging for answers about customers, contracts, product information, or other issues. This may be the trigger for ensuring CRM practices are being maintained, or that information siloed in sales, marketing, and customer service areas needs to start coming together. <\/li>\n<li>Monitor mobile habits: Ask one or two reps to keep a smartphone diary for a week, jotting down examples of when they turn to their device, rather than their desktop, to get something done. Chances are the more mobile-first the sales team, the better they\u2019ll be able to take advantage of the insight-on-demand that AI could bring. If there were ever a time to ensure you\u2019re making the most of mobile computing, it\u2019s now. <\/li>\n<li>Establish a feedback loop: The best way to avoid IT failures is to empower those using the tools to understand exactly how troubleshooting processes should work, what the mean time to an answer will be, and how to escalate the biggest issues. Internal social networking tools could be a great mechanism for this purpose. <\/li>\n<\/ul>\n<p>Of course there will be other questions, but the answers are already available. To learn more, download AI for CRM: A Field Guide for Everything You Need to Know, an eBook from Salesforce.<\/p>\n<p><a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/ca\/form\/pdf\/ai-for-crm.jsp?d=7010M000001y9cM\"><img decoding=\"async\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/AI-for-CRM-CTA.jpg?strip=all&#038;quality=95\" alt=\"Everything you need to know about AI for CRM. Get the ebook.\"><\/img><\/a><\/p>\n<p> <span id=\"authorRoot\" path=\"\/content\/blogs\/ca\/en\/authors\/\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>If all you know about artificial intelligence (AI) comes from watching movies, the future of the sales department may look pretty frightening.<\/p>\n","protected":false},"author":1,"featured_media":3623,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[4],"sf_content_type":[],"coauthors":[2],"class_list":["post-3621","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales"],"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>AI in the Sales Department: An FAQ List - 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