The 10x Salesperson
The 10x programmer - engineers whose prodigious productivity and perspicacity change the arc of a business.
But what about a 10x AE? A salesperson who books 10x more business than their next closest peer.
10x engineers use their knowledge of technology to achieve astounding feats. Why wouldn’t the same idea apply to sales?
With AI, we will start to see sales outliers who meaningfully outperform & break quota expectations.
AI compresses prospect research time. AI writes emails. AI captures transcripts from sales conversations. All of this work is 50-80% automated.
If the typical AE saves 1 hour per day with these automations, they recoup 220 hours or about 15% of their time.
But there’s a nonlinear productivity gain that exceeds this simple calculation. AI enables salespeople to parallelize their work : software can research 10 different prospects simultaneously, rather than just 1 for a human.
Salespeople who leverage that parallelization will book 10x more. They will break quota plans as outliers, drive meaningful change within their organizations, & improve the overall efficiency of their business.
In the extreme cases, I wonder if it might shift more sales compensation to equity rather than cash, because retaining these 10x AEs will become a strategic imperative to the business.
Losing them could be catastrophic.
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9 个月Great post! This reasoning works only if we consider that lead research counts for a great part of a salesperson being more proficient than another. From my experience, it's minimal. Sales excellence starts with lead generation, for sure. However, being able to move the prospects down the funnel and close a (great) deal is what makes the most of the difference between a good sales rep and a great sales rep.
Vice President, Customer Success Management and Renewals
10 个月David Douglas Shantha Alim Audrey Alex to noddle on
Customer Success Manager (US) | Driving Business Growth & Client Success |
10 个月Tomasz Tunguz "This future, marked by AI, will take Sales Reps to new heights!"
Interesting take Tomasz Tunguz. This seems possible. When do you think this will become a reality. There are many point-solutions for each of these, stitching them together - specifically for outbound, will change the game. Sequence,/cadence /lifecycle email reachout, buyer desks etc all need to get disrupted. Incumbent players will not move fast. Have you seen anything that makes it possible in near term 3-6months?
Account Executive helping IT Professionals
10 个月I need to start doing this: "software can research 10 different prospects simultaneously, rather than just 1 for a human."