Arun Shastri co-wrote this blog post with Andris A. Zoltners, PK Sinha and Sally E. Lorimer.
There is tremendous buzz about artificial intelligence (AI) and its power to transform business. Sales is no exception. AI is associated mostly with online selling at companies such as Amazon and Netflix. Lately articles have reported sky-high ROI from AI designed to boost field and inside sales force performance. From all the success stories, one might conclude that most sales forces are well on their way to realizing value from AI, and that the going is easy.Read More