Why your sales reps resist artificial intelligence

Artificial intelligence promises to change the way we work and sell both online and offline. But so far, most sales organizations fall short when it comes to the use of AI. When organizations experiment with various sales enablement technologies, they typically don't see a strong return on their investment because, thus far, the tools lack the kind of predictive modeling that actually moves the needle on win rates, deal size, time to close, and revenue. Most companies simply haven't invested in the right data modeling to use AI engines to link sales actions to better outcomes. Across the business-to-business sector of e-commerce, it is much easier today than a few years ago for buyers to shop online for products and complete purchases with little or no involvement from sellers until much later in the process.