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Since the emergence of e-Commerce, the sales profession has changed enormously and requires the use of numerous digital tools to remain competitive. Globalization imposes tough competition between businesses, and commercial strategy is sometimes the central lever for the success of a company compared to its competitors. Like many jobs, salespeople aim to evolve, in particular through the use of AI, which redefines the missions of salespeople and supports them towards better efficiency in its processes.

The role of the contemporary salesperson

Historically, sales have always been central to the development of a business. Responsible for commercial development, he must be comfortable selling and be familiar with his products and their characteristics. However, to make a good commercial, this is no longer enough. A salesperson must now demonstrate obvious interpersonal qualities, but also be able to determine and then achieve his KPI goals.

Although the objective is always the same (to increase the company's turnover), the missions of a salesperson have multiplied:

• Customer relationship management
• Multi-channel customer prospecting
• Responding to tenders
• Management of commercial proposals and contract monitoring
• Commercial negotiation

To carry out all these missions, a salesperson must appropriate the various adapted tools:

• CRM ⇒ management of current customers
• Sales Automation ⇒ generate cold leads with automated prospecting
• CLM ⇒ management and storage of contracts during processing
• Collaboration platform ⇒ communicate with employees and the various departments
• Project management tools ⇒ management of tasks and the action calendar

Actions and missions reinvented by generative AI

Unlike the computer tools recently mentioned, generative AI aims to assist salespeople in these tasks, both in writing, creating content (documents, tables, etc.) or even predictive analysis.

Thus, generative AI is proving to be a technological revolution, capable of considerably improving the efficiency of a salesperson, in several missions.

Analysis and sorting of qualified prospects

The improved capabilities of filtering and selecting prospects by generative AI make it possible to classify prospects by offer and make it possible to adapt an organization's commercial strategy to each prospect. While the personalization of the offer has become more and more important to convert prospects, generative AI is a real vector of success at all stages of a company's commercial strategy.

Contextual recommendations

Generative AI offers recommendations based on numerous criteria that are sometimes complex. When a salesperson needs a basis or to ensure their decision, they can follow the various recommendations.. A generative AI is capable of carrying out a semantic analysis (NLP) of users to understand the context such as demand, their emotions, and can therefore adapt to each situation to propose an offer consistent with the needs of the prospect.

Automating interactions

The processes RPA (Robotic Process Automation) or more commonly called “bots” allow you to automate repetitive tasks. With the rise of e-Commerce, it is a tool widely used by salespeople for Sales Automation practices. Indeed, bots make it possible to send mass prospecting via social networks or even emails. Nevertheless, theThe use of bots remains quite limited and requires rapid human intervention.. With generative AI, the user experience with a bot is improved. It is possible to gather a lot of information and to have a constructive discussion with prospects. Thus, the integration of bots managed by generative AI is a real advantage for a salesperson who wants to retrieve only qualified prospects who know the organization's offer.

Responding to tenders

The role of the salesperson is also to propose the right offer according to the customer's needs. While negotiation is one of the main missions of salespeople, they may also be required to offer a response to calls for tenders from potential customers. This response is characterized by a legal document presenting the offer and all the clauses concerning the transmitted offer. This large document is long and difficult to write, as it requires review by legal teams. Generative AI offers new perspectives in these processes. AI is capable ofAnalyze contractual terms carefully, compare them to tendering standards and identify diverging clauses.

The integration of generative AI would allow several advantages:

• Reduction in writing errors
• Save time and efficiency by limiting back and forth with legal teams
• Recommendations by identifying risk clauses.

Obviously, the use of generative AI can be extended to the drafting and revision of other contracts such as commercial contracts, or even NDAs in some cases.

AutoLex: A revolution in contract negotiation

AutoLex is positioned as the essential tool in this field, offering a powerful generative AI solution for contract review and compliance analysis. Integrated into Microsoft Word and using cutting-edge linguistic models, AutoLex offers several advanced features. These include advanced semantic analysis to carefully examine contract clauses, intuitive interaction with contracts via a natural language question interface, and dynamic clause generation in line with the specific needs of salespeople. AutoLex is thus revolutionizingContractual analysis, ensuring time savings and optimal risk management. By combining the capabilities of AI with human expertise, the tool represents the future of contract negotiation in an increasingly digitized world!

The prospects of the sales profession in collaboration with generative AI

As we have seen, the practice of being a salesperson tends to change enormously in the years to come.. While artificial intelligence is a tool with high potential, it is only one tool to support salespeople in achieving their efficiency goals.. Automating some of the tasks allows salespeople to focus on strategic aspects in order to convert prospects into loyal customers. Collaboration between artificial intelligence and salespeople offers a promising future where technology and human expertise combine to achieve unparalleled levels of efficiency and precision.

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