A Delicate Balance

With access to an unparalleled amount of sales enablement technology, AI-driven sales coaching tools, highly sophisticated CRM systems and copious amounts of customer and prospect data, how can more than 8 in 10 professional salespeople fall short of their quotas? Some would argue it’s due in large part because of the enormous amount of technology that has been incorporated into what once was an extremely person-to-person process.

Effective onboarding can be accomplished when much of the process is automated, but maintaining a human connection is essential. Building trust requires developing authentic relationships.

By integrating AI insights with the nuanced understanding and empathy of human sales coaches, organizations can foster deeper connections, trust, and mutual respect among team members.

B2B customers express increased interest in completing the sales process without contact from a salesperson. Can we be certain that AI won't completely replace reps?

As CRM systems get smarter with integrated AI functionalities, sales reps will do fewer manual tasks and be free to engage their prospects and their teams.

The future of sales engagement tools lies in their ability to adapt to the changing regulatory landscape while continuing to offer value to sales teams.