销售生产力：找到正确的领先指标

Seller ofthe Future Actions to use AI to maximizeseller impact Make selling in the future simpler and more productive In an effort to meet constantly evolving customerbehaviors, sales leaders have spent years increasingthe number of technologies, tools and skills sellersneed to do their job. But rather than deliveringmore, overwhelmed sellers find it difficult tomeet their revenue targets. Gartner recommendssales leaders ask reps for less. Fewer skills,responsibilities and tasks will enable sellers to bemore successful. To do this, sales leaders should: Treat technology as a member of the sales team.Rather than giving salespeople more tech, givethe tech itself more responsibility. AI can makethis new approach possible. Allow sellers to focus where they matter the most.Narrow the seller role to focus on buyer behaviorsthrough mentalizing and collaborating with newtechnology. Reducing role complexity with AI willfree salespeople up to better address these human,emotional behaviors that drive high-quality deals. These two shifts will increase seller time todo what is most important — help buyers affirmvalue, which leads to higher-value deals. 1Give sellers up to 27% more time to focus on what matters most 2How do you find up to 27% more time? Start by evaluating your sellers’time spend to identify activities better suited for technology. Key Areas to Evaluate Your Sellers’ Time Conducting Sales Calls Sales Planning Customer MeetingPreparation Prospecting The set of activities aimed atorganizing and providingdirection to sales efforts, suchas prioritizing leads, territoryplanning, opportunity planning,business priorities, settingtimelines and calibratingsales plans The set of activities thatcomprise a typical sales call,such as demonstrating product/solutions, handling customerobjections, summarizingconversation and setting nextbest actions Early sales funnel activities,including lead generation,lead qualification and initialcustomer outreach Activities to prepare forcustomer conversations, suchas gathering sales collateral,aligning internal stakeholders,researching key customers andpreparing meeting logistics Nonselling Activities Finding Workarounds Deal Negotiation andClosing Need help gettingstarted? Internal activities, such asparticipating in learning anddevelopment sessions, travel,reporting and analysis, andother internal meetings Using different systems/processes to circumventbarriers that hold you back fromcompleting selling activities Pricing discussions that involveprice quote calculations,preparation for negotiations,engaging with different buyerroles and seeking approvals(e.g., from your financial and/orlegal teams) Use the Gartner Seller TimeSpend Assessment: •Request a Demo•Gartner Client Access 3Then, make tech a teammate The RevTech Maturity Model Enable Technology to Navigate the Buying Environment Help Seller Navigate the Buying Environment Simple Automation Autonomous Selling 1 Assisted Selling Automated Selling Technologycan completelyautomate the sales processand make decisions on its own.Sellers act as strategic overseers. Technologyacting as a virtualassistant improves decisionmaking and execution. Many tasksare performed more efficientlyand accurately than humans. Sellersuse AI-assisted automationto improve productivity,prioritization and execution. Sellersuse basic automation toolsand AI that assist with simpleactivities. Seller adoption oftechnology supports efficiency. Humans make decisions and executetasks with machine support. Machines make decisions and executetasks with human guidance. 4How to evolve tech from tool to teammate 5Next, refocus the seller role to allow more time to focus onthe skills that will make the biggest impact Creativity Solving for the emotional aspectsof purchase decisions 6With the right skills and time, sellers will be able to focus onthe emotional component of purchase decisions The Human Touch Drives Value Affirmation Value Affirmation Boosts Deal Quality Impact of Value Affirmation Buyers Reporting Value Affirmation Based on Most Valued Type of Interaction “I feel like the supplier reallyunderstood my needs.” Lift in High-Quality Deals Value Affirmation Interactions that help buyersvalidate that a purchase is rightfor them and feel confidentabout the decision. Value Affirmation leads to a30% lift in high-quality deals. 7Tech as a teammate + refocused role = A better way of engaging buyers Illustrations of what shared sales responsibilities between tech and human sellers could look like While this future might seem like science fiction, competitorsales organizations (and likely your own salespeople) arealready experimenting with new technology to reshapeselling. By acting quickly, you stand to transform the sellerand buyer experience, unlock seller productivity and achievesignificant revenue growth. Gartner can help. Gartner for Sales Leaders Everything you need in a single solution to: Ali