There is some recent research from SBI who say
"In their CEO surveys, SBI found that as many as 94% wanted to integrate generative AI into their sales programs to drive increased commercial productivity. Yet, only 26% had started small-scale pilots with an additional 9% doing anything more than that."
Has your company been able to cross that gap, or are you still with the majority?
I wrote these articles.
5 ChatGPT prompts for social selling sales success
10 ChatGPT prompts to give your sales team a social selling competitive advantage
Why I'm not using ChatGPT to create content and why you shouldn't either
SBI go on to say …
"4 tips to integrate AI use into the work culture of your Sales team
1. Show examples of what CAN be done, NOT what MUST be done.
Sales reps are busy people and if you start by showing them use cases to replicate, chances are that they’ll only replicate the examples instead of thinking about the possibilities of this new technology.
Do provide use case examples in playbooks and coaching sessions, but also consider setting up brainstorming sessions to trigger discussions on how sellers can adapt their workflows and find ways to reach their targets more effectively.
2. Establish guidelines, not commands.
You can’t just write a single prompt into generative AI and expect the immediate output to be groundbreaking stuff. Getting your desired output from generative AI comes from the art of holding a dialogue with the AI to brainstorm, where each round of back and forth will get you closer to what you need.
Sellers can be guided on what starting prompts could look like but do also emphasize the importance of discussing with the AI and guide them how to do it well. Correct it when it strays from the desired answer or ask it to try a different approach, so that the AI can learn from the interaction to get you what you truly need.
3. Focus training on practice, not information transfer.
Training your sales reps to work well with generative AI needs to be more about practice than theory. You can start by teaching them the basics of how it works and all relevant considerations—factual accuracy, confidentiality, privacy, ethical use, hallucinations, and potential overreliance. But don’t stop your training there. Be sure to incorporate a lot of live practice too.
Provide real customer scenarios for them to practice with. Sales reps can also apply what they learned to their real accounts, which will help them develop their way of working with the AI. There is no better way to get your sales reps up to speed than to let them experience it themselves.
4. Use manager-seller 1:1s for joint learning, not feedback.
Once generative AI has become a big part of each sales rep’s daily work, you’ll start to see that it’s also changing the job of the sales manager. With both sales reps and managers learning how to work better with AI, it would be useful for managers to introduce a regular cadence of generative AI “show and tell” during 1:1 meetings with sales reps.
This is where sellers can talk about how they used AI in previous weeks, what they learned from it, and how it has impacted their work. This helps your Sales organization as a whole work towards continuous improvement in their AI-enhanced processes, paving the way for big productivity gains over time.
Want to know more about social selling, check out my new book
"social selling techniques to influence buyers and changemakers - 2nd edition".
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4 Tips to Effectively Implement GenAI Across Sales Processes
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