If you’re like a lot of sales and marketing leaders, you’re drowning in data.
The common solution is to simply “throw humans at the problem.” But with 61% of salespeople considering selling today harder than it was five years ago, and almost one in three Sales Directors and VPs clocking more than 60 hours per week, it’s not a stretch to say that salespeople have a very stressful job.
Managing data is overwhelming and there is never enough time. The good news is that today’s advances in artificial intelligence (AI) offer solutions that can make managing data much easier, (even automatic), and even increases sales effectiveness.
Here are four ways AI is being leveraged to help relieve stress for sales reps and make them more productive:
1. AI Is Now Your New Virtual Assistant
With sales reps leveraging an average of six different tools to do their job, it’s no surprise that less than 40 percent of organizations have a CRM adoption rate of 90 percent or more (CSO Insights) – essentially, most employees at most companies have “tool overload” and don’t use their CRM.
The real question here is: “Why don’t sales reps like using their CRM?”
SiriusDecisions has found that sales reps’ spend upwards of 27.2 percent of their day on internal administrative activities. That’s more than two hours of unmotivating, uncompensated admin work to do every day.
Luckily, we now have the power of artificial intelligence to alleviate that.
Automating the process of logging sales activities (emails, phone calls, meetings/calendar, etc.) into your CRM, when executed correctly, can lead to significant reductions in routine and monotonous work, freeing representatives to leverage their more creative talents, emotional intelligence, and strategic thinking — not only to deliver better business outcomes, but to actually have a more positive outlook about their work.
Sales reps that can focus on what they’re good at — selling — instead of rote admin tasks are more satisfied with their jobs.
PandaDoc went from spotty sales activity to 100% of activity synced into their CRM, in less than 30 days with People.ai. Click Here to Find out How
2. Sales Activity Automation Makes Marketers Happy
We all know that sales doesn’t actually happen inside your CRM. Sales happens over the phone, in emails, and in the field. This disconnect creates a cumbersome, and often neglected activity for salespeople to document and log all of their activities back into their CRM. In fact, 9.1% of reps’ time (over half the amount of time they spend in CRM) is spent in spreadsheets as they try to more effectively manage CRM-related tasks.
While this can be a great environment for the “lone wolf” salesperson, it can make it difficult for marketers who need to create an attribution and measurement strategy in order to show a sponsored event’s ROI or their effort’s impact on pipeline and revenue.
When sales doesn’t keep the CRM up-to-date, marketing gets frustrated and there can be a misallocation of efforts from the marketing department.
So, how are marketers able to account for attribution if sales isn’t logging their activities under the right campaign or opportunity?
AI can do it for you. People.ai automatically logs all of a salesperson’s activities, using cutting-edge AI technology to intelligently match those activities (where they happened – over the phone, in emails, or in the field), and the contact they were associated with, to the right opportunity.
No longer does sales have a pesky marketer nagging them to log their activities, and change the campaign status. AI takes care of all that for them.
3. Higher Customer Satisfaction
Customer journey mapping and programmatic marketing based on buyer behaviour and sales activity is not only a nice to have, but it’s quickly becoming expected.
If you’ve ever interacted with a company online as well as over the phone, you’re one of these customers.
Customers expect companies to know who they are, and where they are in the buying process and they don’t want to have to repeat themselves or even wait for service.
With the power of AI, organizations are now able to sort and process tasks and queries to help businesses provide timely and effective service to their customers at scale. AI greatly reduces uncertainty and enables reps to be faster and more successful in resolving customer issues.
4. Better (Less Emotional) Sales Coaching
It’s far too often that sales manager one-on-ones are filled with pointless conversations, and driven by topics that are “safe” to talk about.
What if you could let the data steer the conversation?
With new AI-powered tools like People.ai, sales leaders can set goals and benchmarks and have access to real-time status at their fingertips allowing them to assist struggling reps and turn around deals that might need their attention.
Once sales leaders can rely on 100% of sales reps’ activities being captured in the CRM and matched to the correct account and opportunity, they can start measuring and coach to things like customer responsiveness, where reps are spending their time, and if they’re talking to the right people.
Data is only going to continue to expand and grow. The pressure that sales and marketing are under is intense, but AI powered solutions have the ability to relieve that stress, automate admin tasks that are crucial for success but get neglected (because no one likes doing them), and provide reliable, accurate data to make better sales, marketing and coaching decisions on.
People.ai is poised to help your teams quickly and easily leverage AI to drive better sales effectiveness, attribution, deal intelligence, and make their every day work easier and more impactful. Don’t just throw more people at the data problem — enlist the power of AI to help you people make sense of the data (without needing a data scientist!) and let them do what they’re best at: driving revenue.
Is your team leveraging AI to drive insights and make smarter business decisions?
Don’t let other companies steal your market share this year. Click here to learn more about how People.ai can be your go-to-market team’s