May 2025

Mohammad Anas Wahaj | 23 may 2025

Digitalization is a continuously evolving process for businesses and keeping pace with it can be overwhelming and challenging. Use of artificial intelligence (AI) in business processes is becoming a norm. Latest AI-based applications in sales forces are streamlining processes, improving customer engagement and and making organizations more agile and data-driven. But there are challenges and all organizations are not able to get the best out of this digitalization. There are three key obstacles that sales leaders encounter but they can be addressed with proven solutions - (1) Knowledge gaps: Tap into the power of external expertise; Learn from those who have recently navigated the journey; Recruit 'boundary spanners.' (2) Perceived complexity and risks: Personalize and coordinate customer engagement for fast impact; Start small and scale over time (3) Intertia: Use catalysts and champion an effort that motivates the sales team and overall organization. Shift towards digitalization requires balanced focus both on technologies and people. Create win-win for customers and the company together with use of technology to enhance relationships and eventually boost growth and profitablity. Sales team requires special attention and investments are needed in change management, training, and support. Have open communication, celebrate success and have a committed leadership to drive change. Read on...

Harvard Business Review: How Your Sales Team Can Catch Up on Digital and AI Tools
Authors: Prabhakant Sinha, Arun Shastri, Sally Lorimer

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