The Impact of Artificial “Information” on Sales Enablement

Every day presents new opportunities to come into contact with different ideas, people, or projects that requires a reaction. Now compound this with a strong surge of Artificial Intelligence (AI) tools on what seems like a daily basis. If you haven't taken time to research and/or play with these new tools (Not just ChatGPT) I recommend that you do NOW!

Artificial Intelligence is defined as, “the theory and development of computer systems able to perform tasks that normally requires human intelligence, such as visual perception, speech recognition, decision-making, and translation between languages.?Artificial Intelligence will alter the enablement space through artificial augmentation and enhancement of processes currently performed solely through human input. Cost and efficiency are just a few of the touchstones AI will build upon to achieve increased accuracy and consistency across the enablement playing field. Utilizing technology as a part of your sales enablement strategy is crucial to maximizing the benefits of sales enablement for both sales teams and organizations. This is because technology has the ability to provide a wide range of benefits, including increased efficiency and productivity, improved communication and collaboration, enhanced access to rapid access relevant information and resources, and enhanced data tracking and analysis.

As I shared in my book, "Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence, The Jetsons. The cartoon shared a futuristic glimpse into how the world would operate in the year 2062.There were self-driving cars that flew around in an orderly and uniform manner above the tallest of sky scraping buildings.There was a robot maid ensuring that the Jetsons’ home was immaculately clean at all times. In place of phone calls, all of their conversations were facilitated remotely using television screens.While this all seemed not only unbelievable but unrealistic at the time, some of these far-fetched inventions are considered to be commonplace today.?Sure, we still have not mastered the art and science of flying cars, but we’re utilizing artificial intelligence (AI) in autonomous cars today. Communication tools like Zoom that provide remote meeting spaces and classrooms are now a staple of life. Not only has AI changed the way that we live and play, it has also shifted the way that sales enablement organizations are onboarding and educating sales professionals. I believe that AI will become a key part of every sales enablement organization, process, and program."?

It is difficult to predict exactly how AI will change the training industry in the upcoming years because it is constantly evolving. AI algorithms and platforms are rapidly enhancing all aspects of business and will be applied in a variety of ways that we haven’t even tapped into yet. I believe that AI will be useful in enhancing enablement teams by analyzing large amounts of data, incomprehensible to any human salesperson.?This will include AI assistance with deploying and measuring gap analysis, designing and deploying programs, pulling deep sales insights and metrics, and automating the deployment of technology stacks.

Imagine scanning a 10k report in seconds, or hundreds at once for that matter

AI algorithms can quickly analyze and interpret massive data sets, identify obscure patterns & trends, and provide insights and recommendations through a new lens (One of my favorite emerging companies, Autobound.ai is already doing this to generate sales emails based on all sorts of third party signals). This could be particularly useful in market research, where companies often need to sift through large amounts of data to identify key trends to inform strategic decisions. Even older established companies like Gartner & Forrester will have to adapt or would be at risk of disruption. AI could enhance enablement activities through personalized learning algorithms, which can adapt the training content and pace to the needs and abilities of individual learners, essentially becoming a complete personalized learning and development platform curated for each individual. This would put real pressure on LMS products like Cornerstone, Docebo, Seismic/Lessonly, & Highspot, etc. This can help to improve the effectiveness of enablement and make it more engaging for learners at any stage in their career trajectory.?

?AI will continue to be integrated into enablement processes, programs, platforms, and materials to improve efficiency, personalization, and effectiveness. Microsoft is already looking at integrating ChatGPT into the 365 suite.Talk about a GAME CHANGER!!! This could include the use of AI-powered learning management systems, adaptive learning platforms, virtual tutors, and mentors. AI may also be used to analyze student data and provide real-time feedback and support to enablement practitioners, as well as to automate certain aspects of the training process, such as grading and preparing reports and presentations. For example, AI algorithms could be used to generate written reports or slideshows based on input from chatbot tools, allowing them to focus on more high-level tasks. Such as writing blog posts like this. This line between the human and the user interface will become more seamless, allowing us to focus on the tasks that require human intuition and expertise that cannot be accomplished by an AI system… yet.??

?COMMUNICATION. COLLABORATION.ORCHESTRATION.

?AI is being used to improve enablement through the use of tools like natural language processing (NLP) to generate personalized feedback and coaching for learners. An ML capcapable development platform analyzes a learner’s responses to a series of questions and provides instantaneous targeted feedback to help them improve their understanding of the material on the fly.

?AI use cases in productivity tools and sales and marketing platforms are already being successfully implemented, and future developments and triumphs are inevitable. Exploration into virtual or augmented reality for immersive learning experiences hints at an entirely new user experience for enablement. This, coupled with machine learning algorithms to predict effective training interventions individual learners and provide insights into future performance metrics to help guide human intervention when assessing up-leveling and/or managing poor performers.

?There’s no doubt that (whether we want to embrace it or not) AI will continue to grow, enhance, & become a daily part of our lives as enablement practitioners. Whether you’re excited or scared about the increased incorporation of AI into our enablement processes, programs, & platforms (in my humble opinion), it’s important to note that AI is not likely to completely replace human consultants anytime soon. Many go-to-market tasks require complex problem-solving and decision-making skills, which are difficult for AI to replicate. Instead, AI is more likely to be used as a tool to augment and enhance the work of humans across the buyer’s journey, rather than to replace them entirely. Regardless of your thoughts about how AI is shifting the enablement… We’re just beginning to see the tip of the iceberg!

?Thanks for sharing your time, and I’m looking forward to your feedback! If you’d like to stay connected on social media, follow me on?LinkedIn?|?YouTube?|?Instagram?|?Facebook?