销售人员使用生成式AI趋势报告 Trends in Generative Al for Sales.docx

TrendsinGenerativeAlforSalesInsightsfromMoreThanl,0SalesProfessionalsonUsingGenerativeAIatWorkResearchMethodologySalesforcenductedasurveyongenerativeAlinpartnershipwithYouGovfromMay18-25.2023.Itincludedmorethan4l135full-timeemployeesacrosssales,service,marketing,andcommerce.Thedatainthisguidereflectsresponsesfrom1.036full-timesalesprofessionals,representingcompaniesofavarietyofsizesandsectorsintheUnitedStates.UnitedKingdom,andAustralia.Thesurveytookplaceonline.ThefigureshavebeenweightedandarerepresentativeofallU.S.,U.K.,andAustralianfull-timeemployeesovertheageof18.TableofContentsForeword0401iGenerativeAlisHelpingTeamsSellFasterandMore0502SalesTeamsFeelUnpreparedforGenerativeAl0603BuildingTrust:SellersWantOversightandSecureData0704BuildingSkills:SellersWantTrainingandOpportunities_qqMoreAlResourcesforSalesTeams09ForewordJennifer1.agalyEVP.Sales,SalesforceYou'veprobablyheardalotaboutgenerativeAlbynow.You'veprobablyeventriedusingitforbasictaskslikewritingemails,onlytogetbackgenericpywithquestionableaccuracy.Notveryrevolutionary.ImagineusinggenerativeAlthatpullsnotjustfrompublicdatabases,butfromcustomerdatayoucantrust.Thistlcanseethatacustomerjustbrowsedyourwebsiteandlaunchedanewproduct.ThenitcanCreateasalesstrategyforyourteamthat'ssorelevantandpersonal,itmakesjuniorsellersaseffectiveastopreps.Nowthat'sagamechanger.AtSalesforce,we,vemadethisdreampossible.WeseegenerativeAlasthetechnologyofourlifetime.AndwewanttohelpyoudifferentiateyourselfandyourcompanybysupersizingyourskillswithgenerativeAl.Here'show.ThefirstwaveofgenerativeAlwillcomeoverthenextyearortwo.Duringthisfirstpartoftheinnovationcycle,theadvantagewillgototheearlyadopters.Myadvice?Getinnovative,actwithurgency,anduseit.Then,therewillbeasecondwaveofgenerativeAl.asitsusebecomeswidespreadandsustainable.That'swhentheadvantagewillgotothecompanieswiththecleanestcustomerdata.Myadvice?Don'twaittotoshoreupyourdata.Togetyoustarted,thisreportshedslightonhowmorethan1,000sellersareexperimentingwithgenerativeAl.You'lllearnhowthey'reovercomingskillsandtrusthurdles.You'llgetinsightsforcatchingthefirstwaveofgenerativeAlwithnewtools.Andyou'lllearntheimportanceofcleaningandsecuringyourcustomerdatatousethistechnologyeffectivelylong-term.01SalesprofessionalsalreadyusinggenerativeAlareusingitto:GenerativeAlIsHelpingTeamsSellMore,FasterOverhalfofsalesprofessionalsagreethatgenerativeAlhelpsorwillhelpthemdoIheirjobsbetterinseveralways:56%sayithelpsorwillhelpthemincreasesales.58%ofsalespeopleagreegenerativeAlhelpsorwillhelpthemincreaseproductivity.Theyestimateitsavesorcouldsavethem4.5hoursaweek.SalesprofessionalsarealreadyusinggenerativeAltohelpwithavarietyoftasks,fromresearchingaccountsandwritingprospectingemailstocreatingsalesreportsandbuildingsalesstrategies.61%sayithelpsorwillhelpthembetterservecustomers."Thefutureofsalesistoserve,notsell.GenerativeAlgivesusguidancethat'ssopersonalandprecise,we,realwayspresentingthemostrelevantsolutions-nopushingrequired."AutomatesalescommunicationsMarcusChanSalescoachandauthorofSix-FigureSafesSecrets"SalesTeamsFeelUnpreparedforGenerativeAlSalesprofessionalsreportlowgenerativeAladoptioncomparedtomarketingcounterparts.AboutathirdolsalesprofessionalsarecurrentlyusingorexperimentingwithgenerativeAl.That'smorethaninservicebutlessthaninmarketing.What'sholdingsalesteamsback?1.argely,atrustandskillsgap.MostsalesprofessionalssaygenerativeAlintroducesnewsecurityrisks,andnearlyhalf(49%)alsothinkgenerativeAloutputsareinaurate.Manyalsofeelunprepared.Only47%saytheyknowhowtogetthemostvalueoutofgenerativeAlatwork.Currentlyi11oorperimentrtgPlan>useAtrustgap:Askillsgap:ofsatesprofessionalssaygenerativeAlintroducesnewsecurityrisks.ofsatesprofessionalssaytheydon'tknowhowtosafetyusegenerativeAlatwork.AnitaNielsenSafesleaderandauthorof-BeatTheBotsHowYourHumanityCanFUture-ProofYourTechSalesCareer"Therealityisthatbeingunpreparedisachoice.ThebenefitscomewhenweseeAlasatool,notaterror,andbringItIntooursalesmotions."Acallforhumanoversight:olsalespfo,esoraJ8sayhumanoversighti$importantIorusinggeneratrveAl.BuildingTrust:SellersWantOversightandSecureDataToclosethetrustgap.salesprofessionalsprefertokeepahumanintheloopandprotectsensitivedata.Themajorityofsalesprofessionalssayethical-useguidelinesarecriticalforsuccessfullyusingthistechnology.Mostalsocallforhumanoversighttoverifyitsconclusions,withmorethantwo-thirds(68%)agreeingthatgenerativeAllackshumancontextualknowledge.Salesprofessionalsarealsofocusedondatasecurity,with63%sayingthattheirmpany,sdataisnotproperlysetupforgenerativeAl.Acallforethicalguidelines:ofsalesp1essiona怜eayCao/、emcausegude*nesare04/oJcriticalforudnggenerativeAl.Scott1.eeseSalesleaderandForter,Scoit1.eeseConsulting"BeforewecanexperiencethebenefitsOfgeneratitrustIt.WorkwithyourtechnicalteamstoSafeglmonitorresultsforInaccuracyandbias."TrustedcustomerdataSalesprofessionalssaythesearethemoreimportantfactorsforusinggenerativeAl:HumanoversightEnhancedsecuritymeasuresEthicaluseguidelinesCombinedpublicandprivatedata(e.g.,customerdata)WeAl9wehavetoknowwecanardcustomerdataandwe,lltrainsellersBuildingSkills:SellersWantTrainingandOpportunitiesAsgenerativeAlarrivesatwork,salesprofessionalsaretornbetweenbetweenfeelingexcitedandunprepared.Ononehand,salesprofessionalsareconcernedaboutjobsecurity,with39%worryingtheywilllosetheirjobsiftheydon'tlearnhowtousegenerativeAlatvork.Ontheotherhand,theyseethepotentialofgenerativeAltobringposilivechangetotheirrole:56%ofsalesprofessionalssaythatgenerativeAlwilltransformtheskillstheyneedatwork.usegenerativeAl.63Mofsalespeopleexpecttheir¾J5employertoprovidethem4opportunitiestolearnhowEagertolearn,salesprofessionalsarelookingtotheircompaniesforopportunitiestoworkwithgenerativeAl.AlResourcesforSalesTeams:DiscoverourAltoolsforsales.'isittheSeehowSalesCloudbringsyoutrustedAl.fatehtheHearfromaSalesforcesalesleaderonwinningwithAl.tchthew