How can artificial intelligence help the management and forecasting of the sales pipeline
The new predictive sales tools based on artificial intelligence (AI) are just one type of technology that sales managers can use to avoid bad business behavior. Artificial intelligence can significantly improve human judgment in managing and forecasting the sales portfolio.
Artificial intelligence sales systems can analyze data from the company's customer relationship management software, as well as external data and customer-provided information, in order to draw more specific conclusions about the following:
- What has changed in the pipeline and how can this have an impact on the agreements?
- What transactions will be entered into and which ones are at risk, and how do you focus only on what matters?
- Who are the most successful salespeople and how to help others succeed?
The mistake is human, but some mistakes can be more expensive than others. They can affect the speed of the pipeline and the conversion rate, among others. Sales managers can explore using an AI-based sales pipeline platform. This tool can help to ensure that representatives avoid the behaviors mentioned above.
Do you know of any other sales behaviors that could harm the sales pipeline? Let us know in the comments section below.
Next step: 12 tips for evaluating sales performance
Editor's Note: This article was published on July 16, 2018 and has been updated to improve its quality and relevance.