Sales work involves constant coordination to manage follow-ups, update CRMs, and track down the right materials. These everyday tasks can slow momentum, especially when information is hard to find or processes aren’t aligned across the team.
Thankfully, sales enablement technology has come a long way due to advances in artificial intelligence. According to Gartner, generative AI will execute 60% of sales work by 2028. Is your sales team ready for what’s coming next?
Let’s take a close look at how AI solves four common pain points in sales operations and how you can implement these solutions to boost your team’s performance without adding to their workload.
1: Feeling Lost in a Sea of Information
What is the use of a pitch deck or case study if you can’t find it on time? According to a Box-sponsored IDC white paper, 90% of business data is unstructured. This information lacks a consistent format and is often scattered across multiple systems, offering little practical use to sales reps.
Imagine a scenario: your sales rep is on a call with a potential client who asks about specific product features. The rep knows this information exists somewhere in your company’s files but can’t find it quickly enough, resulting in a follow-up email that loses momentum.
An AI mindset can be a game-changer here. AI-powered content hubs can eliminate this bottleneck by allowing teams to index and organize all your sales materials, customer data, and internal documents in one searchable location.
An Intelligent Content Management platform enables sales reps to ask natural language questions like “What was our solution for Company X’s security concerns?” and receive immediate, accurate answers with clear references to source materials. Your reps spend less time digging through folders and more time building relationships with prospects.
2: Shooting in the Dark with Intuition
Relying on intuition for sales decisions isn’t necessarily bad, but it becomes problematic when it serves as the only guide for your strategy. Raw data can fill the gaps where human judgment falls short.
For example, your team might think personalized emails boost engagement and spend time tailoring each message. Reviewing past client communications could show that using templates with timely follow-ups gets better results.
Artificial intelligence turns critical sales documents into actionable insights by analyzing your customer reviews, call transcripts, and email exchanges. AI tools also help identify which specific touchpoints actually move deals forward versus which ones create friction.
3: Scaling Challenges
As your sales pipeline grows, the pressure to keep up can feel like an uphill battle. With more leads, customers, and tasks, how do you ensure nothing falls through the cracks? For many sales teams, the challenge lies in scaling operations without compromising the quality of interactions or service.
Consider what happens when your lead volume doubles. Without technology, you either hire more reps or accept lower conversion rates—both costly choices. AI breaks this painful tradeoff by automating routine tasks while enhancing the quality of human interactions.
With AI-powered tools, you can quickly qualify leads, personalize outreach messages, schedule follow-ups, and generate call summaries, all without overloading your team with tasks. This frees your reps to focus on building relationships and closing deals.
4: Admin Work Overload
Your sales representatives were hired to sell, but ask them how they spend their day, and you’ll hear a different story. Most reps spend two-thirds of their time on non-selling activities.
Prioritizing tasks like data entry and follow-up messaging can cost your company thousands in lost revenue opportunities. AI assistants can take over most of these administrative tasks. They can extract details from your call transcriptions and even draft contextually relevant follow-up emails for your reps to quickly review before sending.
The best part? Your team gets back hours each week for what they do best—actual selling.
The Human Touch, AI-Amplified
Sales will always be about human connections, but AI now handles the heavy lifting that once slowed down your best people. Instead of replacing human expertise with technology, successful sales teams use technology as an ally.
The real question isn’t whether your team should adopt AI, but how quickly you can implement these tools before your competitors do. Start by identifying key sales processes that consume the most time or cause bottlenecks, then prioritize tools that address those specific challenges.
