AI closes the deal – What that means for your Sales Org
In every organization there are stellar sales folks who have a touch of gold. For an outsider it appears that they walk in and close a deal over a handshake. Others in the sales team try to mimic their style or observe and learn but never seem to be able to match their throughput. What gives?
Is it their charisma? Their knack of knowing what the customer wants? Deep understanding of the products? Or, a multitude of these factors that separate the stellar sales person from a mediocre one? Or, as many would say, some are just born lucky!
Sales & marketing has been more of an art than science. It still is. With advent of AI, this is bound to change. In fact, I wouldn’t be surprised if many mundane deals do not require any human interaction at all. For complex and large deals, AI can help tremendously. An AI model can identify and weigh different factors that are most likely to help close the deal and prep, even an average salesperson, to respond to customer queries in a timely manner with holistic information at hand.
Call it your Sales Turbokit framework or model.
As you train the model to supplement your sales force, think about all the factors that you think help close the deal. These can be as varied as product literature, timeliness of information, responsiveness, behavior traits, and others. Shortlist top five and run your historical data through the model to see if it generates expected results. Keep tweaking the top five variates till you get highest possible accuracy of the results and your sales force will be better equipped to close the next set of deals with a much higher probability than otherwise.
The upside is that the AI need not be included in the happy hour celebration post the deal closure.