Let’s start with a situation you’re probably familiar with. You’re on a call – managing all of the forces under your control. Your headset is turned up to 11 to drown out the distracting voices of your coworkers all…
The Argument for Augmenting your Sales Team
Uncategorized • March 13, 2018
There’s only so much you can do in a day and it arguably boils down into two categories:
Quality or Quantity.
Sales reps have a threshold for both.
Some people can make over 100 legitimate dials a day, and as a result have upwards of 10 meaningful conversations.
Others use a more strategic approach, taking time after each call to reconcile their notes while it’s fresh in their noggin.
Whichever kind of rep you are, you know that there’s only so much you can do in a 40-hour workweek with your natural skillset. You can work more than that, but Henry Ford was the one who discovered 40 hours as the point of diminishing returns for the average worker.
How do we increase activity? Well that’s simple:
Augment it with Machine learning.
“Augment my sales team? That sounds like something out of a science fiction movie.”
The concept is simple: the best way to elevate the modern rep is to give them a platform to work out of that enhances their natural sales ability beyond what they are currently able to accomplish.
- If you give them a platform that gives them more tasks in a day, they will arguably fail as the number increases.
- If you give them a sales engagement solution enhanced with machine learning, your team will be able to accomplish more in a day without leaving out critical information or “half-assing” their daily work.
Acceleration without sacrificing critical details – almost too good to be true, right?
Conversations Are a Gold Mine of Information
It has been nearly impossible – up until this point – to take an entire conversation and mine it for the things that matter.
We use the human brain for that, and that creates a split in the sales rep’s mind during a conversation:
- One half is focused on the prospect and keeping the conversation congenial and relevant
- The other half is focused on writing down and recording the information you need to know
As mentioned in my previous post about the future of AI in sales, so much information gets lost in this process. The rep is prioritizing what’s important enough to spend time writing down, and what they can remember and afford to write down after the call is over.
How much time should a rep spend ironing these out before their next call? The answer to that is subjective at best, but it has an effect on the time-allocation of that 40-hour work week.
AI for B2B Sales – Not Just a Fancy Party Trick
The transcription algorithm acts as a second set of ears on that call.
On the back end, the machine learning program mines the transcriptions for all of the data that a sales rep would otherwise scramble to write down. Not just the things that are relevant to that point in time – all of it:
- If the prospect mentions that they are renewing a contract next quarter, the program creates an action item to call them back before that happens
- If they mention an upsell opportunity somewhere else in the account, it identifies that as a potential source of revenue
And the kicker? The rep doesn’t have to worry about any of this. They can kick back and focus 100% on everything the prospect is saying. AI isn’t just a fancy flashy tech tool to add to your stack, it’s the springboard to launch productivity and revenue opportunities to the next level.
Do Better, Not Just More
Augmenting your B2B sales teams with artificial intelligence takes the hassle out of ramping up productivity and creates real and accurate opportunities to expand revenue within accounts.