Data collection and analysis processes are becoming increasingly important in marketing and sales. According to a recent study, 89% of business buyers rate the experience provided by a company on the same level as its products and services. Given this reality, artificial intelligence (AI) and machine learning (ML) have the potential to enrich the buying experience. So, how will AI shape the future of field sales?
The Impact of Artificial Intelligence on Field Sales
A McKinsey study showed that companies that pioneered the use of AI in sales saw an increase in leads and appointments of more than 50%. Thanks to AI support, the same companies saw a 40% to 60% reduction in costs and a 60% to 70% reduction in call duration. With advanced search methods, the right customer can be reached quickly and effectively, resulting in positive feedback in field sales.
Effects of Artificial Intelligence Support on Field Sales
The effects of artificial intelligence in field sales are substantial. We can analyze these effects under three headings as follows:
Increases the Value of Sales Content with Advanced Content Management
In today's world, where physical distance and face-to-face interaction have been transformed, 67% of buyers prefer to rely on digital content to inform their purchase decisions. Responding to this demand from buyers requires going beyond the number of views, likes, and shares. With the support of artificial intelligence in this process, metrics such as scroll depth, time spent, and the number of content pieces consumed can be accessed to show how the content is received by the potential customer. With the help of AI technology for content consumption and conversion rate measurements, it is possible to gain concrete information on return on investment.
Empowers Sales Teams with Optimized Training
AI and machine learning are helping to fill the gap, providing the support needed for greater effectiveness and efficiency. Sales teams are generally unhappy with the nature of their training and need more content-rich training. In one study, only 41% of sales reps rated their sales training as always effective. In this process, artificial intelligence and machine learning make positive contributions at many stages, from the motivation of sales teams to sales conversion rates.
Automates Auxiliary Tasks, Allowing Sellers to Focus on Real Sales
The AI system offers the privilege of automating processes that do not require human involvement, such as data capture, routine attendance, scheduling, and follow-up. It is an effective solution for automating many repetitive tasks. It also allows sales representatives to spend more time on the actual sales process. At this point, Ekmob SFA enables you to easily maintain the sales process and the management of sales teams with automatic report preparation support. With Ekmob SFA, which offers all the competencies that sales teams will need in the sales process, customer analysis is carried out much faster.