The Key to Success with AI-Driven Learning and Development

The sales industry has only scratched the surface of generative AI technologies like ChatGPT. While AI is renowned for streamlining operations and eliminating repetitive tasks in such areas as forecasting, strategic planning, and customer service automation, its transformative potential in sales far surpasses these applications and is too often overlooked. 

Tap into the full power of AI to activate new levels of innovation and sales performance, leverage the technology to boost productivity, elevate engagement, and gain a competitive edge. Beyond the development of that advantage, though, executives and team leaders must acknowledge AI’s vital role in sales enablement, particularly in L&D initiatives that support strategic onboarding and ongoing skill enhancement.

Effective L&D Optimizes Sales Team Onboarding 

Top-performing organizations understand the critical role comprehensive onboarding plays in achieving sales excellence. Research indicates that effective onboarding can raise sales win rates by 14% and quota attainment by 6.6%. Achieving such impactful onboarding requires a robust L&D program built on strategic planning, communication, and measurable outcomes.

A one-size-fits-all approach to training is ineffective in sales as different levels of sales professionals require tailored training that considers their unique knowledge, skills, experience, and job history. For new hires, this means providing foundational knowledge, product training, and familiarization with the sales process. Early-career sales professionals need technical skills, sales strategies, and soft skills development, while established professionals benefit from performance gap analysis, career growth opportunities, and adaptive selling techniques.

Even seasoned sales experts can benefit from in-depth training to develop leadership and mentorship skills. Competitive refreshes and product differentiation are also critical training components for this group. Companies would do well to recognize the worth of these experienced professionals – who often have decades of expertise – and invest in their continued growth and development with training they find helpful and engaging. This mentality supports the long-term retention of seasoned experts and addresses a critical concern: 47% of sales executives have left previous roles due to inadequate training, making ongoing investment in their development a prudent decision. Fortunately, AI can enhance learning and development for sales teams at all levels.

AI’s Boundless Uses in Onboarding and Continuous Training

Tools and training resources with AI-driven features and capabilities can transform a sales team’s performance – driving engagement, knowledge retention, and revenue growth. With these enhanced tactics, teams can:

• Create Personalized Learning: Personalize L&D experiences for sales teams with AI, which can also address knowledge gaps and foster continuous learning. By analyzing individual sales professionals’ skills, capabilities, and learning preferences, AI-powered tools can recommend tailored training materials based on proficiency and business acumen. This targeted approach enhances engagement and knowledge retention – ultimately improving sales performance and driving faster close rates.
• Give and Receive Real-Time Feedback: Delivering real-time feedback through AI is an efficient way to coach salespeople. If, for example, a professional needs to quickly access key information about a competitor, AI-enhanced sales enablement training resources ensure content is available in real time and can quickly generate answers to specific questions. 
• Measure Program Impact: AI empowers managers to evaluate the efficacy of L&D programs by analyzing sales performance data before and after training. This assessment yields valuable insights into the revenue impact of training programs, letting sales leaders refine their strategies for optimal results. Organizations that examine key metrics – such as productivity, sales outcomes, and pipeline progression – immediately after training can fine-tune their content and training approaches to achieve maximum effectiveness.
• Lighten Administrative Loads: Administrative tasks demand significant time from sales leaders, diverting their attention from core responsibilities. AI tools can streamline these L&D tasks, freeing managers to concentrate on coaching and mentoring. When a sales team member requires information about a new product feature, for instance, an AI tool can rapidly provide the necessary resources, including relevant course suggestions and supporting materials, to facilitate swift knowledge acquisition.

Sales leaders who activate the potential of AI to optimize onboarding processes and develop superior training will equip their teams with important competitive advantages that differentiate them in congested, high-growth markets. Providing sales teams with access to AI-backed data and well-tailored learning initiatives empowers them to develop responsive, forward-thinking, and customer-focused habits. This strategy keeps sales professionals ahead of the curve and helps them continuously adapt to shifting consumer trends, expectations, and technological advancements – which translates to steady organizational growth and resilience in evolving markets.

Jeff Griggs is chief revenue officer at Litmos.