Gartner Says AI to Have Significant Impact on Sales Training and Coaching

Introducing--artificial intelligence--(AI) to sales training and coaching can provide a more individualized learning experience that can scale across the organization, according to Gartner, Inc. Creating a high-performing sales organization is difficult with traditional training and coaching technology as coaching content and recommendations are generally delivered by role to the sales organization and do not account for individuals-- learning styles. The use of complex--machine learning--algorithms and AI can guide reps and sales managers with recommendations for training and coaching based on their learning style. These technologies utilize branching, a method to guide an individual--s learning through a module based on responses, as well as adaptive learning, where the system directs the learner to appropriate training or coaching based on their interaction with the system. In a--Gartner survey--of organizations that are piloting or deploying AI technologies, 61% of respondents reported the resulting value delivered to the organization as significant. When asked how AI will improve their sales organization, respondents cited increased efficiency, cost reduction and improved revenue streams.