The Secret to Building a High Performing Sales Team

Companies that build world class sales operations can improve sales productivity by 20-30% according to consultancy firm McKinsey.¹

Yet in 2015, it was reported that 45.4% of sales representatives would not hit their targets.² VUCA³ conditions may be partly to blame for wobbly performance however wide scale change brings some positive news for sales too, in the form of artificial intelligence (AI).

AI is expected to increase sales performance by improving processes, management of data, and lead follow up. But, in dehumanising the sales process, organisations may be gambling with the relational and emotional needs of their customers which are satisfied by human interaction.

To get the best of both worlds, organisations can learn to strike a balance by embracing what AI has to offer at the same time as giving their sales managers the skills to build high performing teams.