From Cold Calls To Predictive Analytics: AI's Future In Sales

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With over two decades of leadership experience, Arnab Mishra is a seasoned software executive and CEO of Xactly Corporation .

In today's current economic state, companies face the challenge of accomplishing more with fewer resources, making it crucial for businesses to find new ways to become more efficient. A recent survey found that employees at software firms with access to generative AI tools increased their productivity by 14% . Used to reimagine operations, increase efficiency and achieve business goals, AI can redefine the future of work.

As the CEO of a sales performance software provider, I see the impact of AI every day, whether it be how my company innovates around new products and offerings or how we leverage AI internally to drive internal performance and efficiency. Even in the early stages of this new technology innovation, generative AI proves that it can dramatically improve the user experience and effectiveness of enterprise applications. Companies that lean into generative AI will benefit from an inevitable technology sea change that will lift human productivity.

In the sales industry, AI is revolutionizing sales software and enabling users to leverage vast amounts of data. This AI-driven technology can analyze performance metrics, communication patterns and sales methodologies to help sales professionals enhance their techniques and forecast accurately. When used strategically, AI can provide a competitive advantage to sales organizations by empowering professionals to work smarter and secure better results through the utilization of data-driven insights, automation and predictive analytics.

Seven in ten sales professionals agree that AI tools will make them more productive at work. AI can identify relevant patterns and trends, enabling executives to make better, informed decisions. By leveraging AI to analyze historical data and market trends, sales organizations can:

• Interpret data faster. AI will utilize performance data to extract information and deliver concise summaries so executives can make decisions faster.