Last week, I was a guest speaker at the Sales Leadership Conference organized by Dr. Karen Peesker, Co-Founder of the Sales Leadership Institute, a department at the Toronto Metropolitan University (formerly Ryerson University). The conference, hosted by IT World Canada, Microsoft, DHL, Rogers, and other community leaders, also brought together 10 Canadian universities. The conference goals were to bring university professors, students, industry leaders, and academicians to share their learning programs, identify gaps and requirements to advance the sales profession and, most importantly, tackle a vision for the future of sales.
The strongest theme of the conference was the business imperative for advancing digital literacy, data literacy and ensuring that technology was firmly embedded in all sales learning programs. Digital literacy is best defined as an individual’s ability to find, evaluate, and clearly communicate information and knowledge through using diverse digital platforms. It is best evaluated by an individual’s interaction skills with technology, and includes: grammar, composition, typing skills, and the ability to produce text, images, audio, and designs using technology.
This point was acutely reinforced by Fawn Annan, the CEO of IT World Canada (ITWC), with her high impact video conference address, where she identified how pervasive technology is in shifting the global sales landscape. Her panoramic and rich perspectives highlight how diverse technologies – AI, analytics, IoT, driverless cars – are collectively impacting the world of a sales professional at work, and in society.
Annan quoted Gartner Group’s research, stating: “a seller’s decision making is now based more on data, analytics and AI, versus intuition and experience” – prior stable hallmarks of a sales professional. This means that sales professionals will need far more digital literacy and data literacy training to be able to function in a far more data centric world. Other key takeaways from this video include:
- Hyper automation is advancing a buyer’s sales journey – a seller only has 26 moments to engage and influence a buyer in their purchasing journey. In other words, finding the right moments is even more important in following the customer data crumbs.
- Consumers check their cell phones on average 47 times per day. These frequent check-in’s, according to Google, are referred to as micro-moments. Hence the increased value of AI driven advertising as well the increasing intrusion consumers feel in invading their privacy.
- Over 76 per cent of consumers transact and ship on mobile devices, and this number is increasing year-over-year. Hence, sales professionals’ primary interaction devices must be mobile and portable.
- Sales applications exist throughout the sales buyer’s journey, and increasingly they are AI applications. According to McKinsey, the fastest growing companies invest more in AI sales digital tools than slower growth companies. A major contributor of sales performance success is having a robust sales software infrastructure. Hence, companies must accelerate their investments in sales intelligence software toolkits for advancing competitive advantage.
- Annan profiled two companies in her video address: SalesChoice and RingCentral. SalesChoice’s focus is on accelerating the growth of sales professionals and is a comprehensive AI platform well known for its proven sales use cases. Solutions include:
- Predictive opportunity scoring (focusing on the best deals with highest probability of a win outcome)
- Predictive sales forecasting that are securing prediction levels of up to 95 per cent accuracy
- Monitoring your data to ensure the AI predictions are on solid foundations
- Relationship intelligence: with their new alliance partner, IntroHive, to bring even more win or loss signals to the attention of sales professionals. Who would not want to buy software that can predict your future outcomes at the top of your funnel and predict a win or a loss on every sales deal outcome, and identify the depth and breadth of your customer relationships across your enterprise?
- Mood and health intelligence: SalesChoice is active in innovation research with the Ontario Center of Innovation (AVIN program) and Purolator, propagating the importance of health in advancing employee productivity, and reducing attrition. Did you know that according to Payscale, sales account management was ranked as the second most stressful job, with 73 per cent of respondents rating the role as “highly stressful.” Salespeople are under a lot of pressure to meet quota, convert quickly, and keep approval rankings high. So increasing health approaches are critical to ensure sales talent don’t burn out or give up. Estimates of annual turnover among U.S. salespeople run as high as 27 per cent—twice the rate in the overall labor force. In many industries, the average tenure of a sales professionals is less than two years. Given that the costs to recruit a sales professional is 20 per cent and the time it takes to ramp up a sales professional is around nine months, you can see how expensive it is to not retain your sales talent.
AI can act like a crystal ball. With good data, the mathematical genius in an AI algorithm and computational power is like the holy grail to guide sales professionals to greater deal outcome success and hopefully to happier behaviours and positive win outcomes as well.
The second company profiled was Ring Central, where Annan highlighted their collaboration and call centre solutions, using AI methods to optimize building more productive customer interactions. Leaders like Sheevaun Thatcher, are advancing sales modernization programs at Ring Central, integrated diverse disciplines from: Adult Learning, Interactive Design, Strategic Planning, Collaborative Leadership, Diversity and Inclusiveness and always connecting the dots seamlessly. If there is a leader to watch advancing the field of sales and learning enablement, it is Sheevaun Thatcher.
Annan consistently highlighted that having advanced AI solutions can make a major difference to your digital conversion success, and reinforced that the old tools of looking in the rear view mirror are simply yesterday’s approaches. Due to the rapid speed of our world’s changing footprint, having smarter and forward looking (predictive AI analytics) toolkits is the only way that companies can grow faster, and more importantly, survive.
Increased AI sales toolkits knowledge and competency is key
Educating sales professionals to be ready for a smarter AI focused workplace will require skills, knowledge and proficiency in using modernized toolkits. So sales training must offer hands-on and practical skills development in universities to hit the ground running and bring value to a company immediately upon hiring.
Companies that use AI for sales in pre-sales have seen a 50 per cent boost in leads, a 60-70 per cent reduction in call time, and a 40-60 per cent cost reduction. Numerous toolkits are in the market identifying the ideal buyer prospect and even knowing the propensity (density) of a buyer’s interest in your solution. Knowing where your customer is in their buyer journey is an inflection point for engaging in a micro-moment. Leading solutions advancing leads using AI are profiled in this blog.
In addition to pre-sales, other AI approaches can be used in opportunity scoring, predictive forecasting, and even mood / health indicator correlated to win rates. These are all areas that SalesChoice, a former ITWC Digital Transformation Award recipient, has been pioneering in.
According to the 2021 Buyer Experience Study, 80 per cent of SaaS buyers report the buying process has too many steps and results in frustration for both the buyers and sellers. Hence, what this means for developing sales training programs is that skills not relevant to technology will need to be balanced with those that are. For example, empathy and two-way listening is key. Strong sales professionals understand that a buyer comes to solve a specific problem and not to buy your product. Understanding your buyer’s need is key in order to find a path for resolving it rapidly and reducing buyer and seller friction. Research has shown that identifying the needs of your buyer can shorten the sales cycle by as much as 65 per cent. Customers (buyers) are coming into sales cycles far more informed from online sources. Hence, sales professionals need to learn more consultation skills to unravel the customer’s needs using relevant problem solving skills, enabled with as much prior information on the buyer as the buyer has on the seller.
Increase training on collaboration and selling virtually
With continued reliance on working virtually, the sales professionals will need to use a variety of online sales toolkits, ranging from a leading CRM (HubSpot, Salesforce, Microsoft Dynamics, etc), calendar management system, and collaboration system (like Zoom, or Microsoft Teams) etc. Expertise for effective collaboration will need to include skills in emotional intelligence, written skills, video presence (posture, smiling vs frowning), and voice skills (how you sound impacts how people want to listen). Other key skills like relationship development are increasingly valued in our network economy as building trust online must be mastered in seconds to capture a conversion in a micro-moment exchange.
Increase digital literacy skills
There are many skills in digital literacy – from being able to use software, operate a digital device, to the ability to manage complex cognitive, social, emotional and motor skills to function effectively in digital high-tech environments. Key areas in digital literacy for a sales professional will need to include: the ability to understand reading instructions in digital environments, create or analyze simple to complex graphical displays in user interfaces, use diverse visualization methods, extract knowledge from non-linear, hypertextual navigation, and ascertain the quality and the validity of the information that is being presented.
Increase data science and AI skills
In our data rich world, it is imperative for sales professionals to develop stronger data literacy skills. Data literacy skills include the ability of a sales professional to identify, understand, operate on, and use data effectively. Gartner Group defines data literacy as “the ability to read, write and communicate data in context, including an understanding of data sources and constructs, analytical methods and techniques applied, and the ability to describe the use case, application and resulting value. Further, data literacy is an underlying component of digital dexterity — an employee’s ability and desire to use existing and emerging technology to drive better business outcomes.” Gartner Group is predicting that by 2023, data literacy will become essential in driving business value, demonstrated by its formal inclusion in over 80 per cent of data and analytics strategies and change management programs.
However, traditionally sales professionals possess stronger skills in relationship building, listening and understanding people’s emotional states. A recent survey found that out of over 7M sales professionals on LinkedIn, only 0.4 per cent indicated they had studied math. This mirrors my experience as well leading sales teams or building software for sales professionals. Data literacy is a major gap in sales and to bridge this gap, companies will need to invest in training sales professionals in math, statistics and AI general concepts. This also will shift the hiring profile as increasing digital literacy and data skills are imperative to lead in the changing data rich world.
The Sales Leadership Institute and the leadership of Dr. Karen Peesker is an excellent initiative that requires government and industry support, as close to 5 per cent of the North American labour population is comprised of sales professionals. Sales is an important profession focused on selling a company’s products or services, and also one that manages the customer’s relationship from an account management perspective. Skill development in digital literacy, data literacy, relationship intelligence, and not losing sight of the softer skills (communication, written and oral, and listening) are all critical to advance the sales profession and be prepared to compete in a world that, as Annan shared in her video address, is increasingly technology centric.