From One Founder to Another: AI Will Enhance Sales Teams

Ted Kalomiris on May 31, 2023

One of the most vivid memories from my service in the Gulf War was the experience watching officers and NCOs use Magellan. The handheld device could somehow provide the user specific directions using spatial data. I was fascinated seeing this technology in action. This early form of artificial intelligence gave the US one of many technological advantages on the battlefield and saved American lives in the process.

Fast forward 30 years, and we now rely on this technology to provide expedited mobility whether on foot or by transit. While the machine learning in GPS systems has improved immensely, society has come along on that journey in terms of changing behaviors and removing fear from the equation. One might say it has even gained our trust since inception. The same possibilities for enabling sales teams lie ahead as A.I. is harnessed to create process enhancements and efficiencies in the years to come.

Predicting the precise future of sales teams in 10 years is challenging, as technological advancements and their adoption rates can vary significantly. However, based on current trends and the potential of Artificial Intelligence (AI), we can envision several potential changes that may occur in sales teams:

Enhanced Data Analytics: AI will continue to play a crucial role in analyzing vast amounts of customer and market data. Sales teams will have access to more sophisticated predictive analytics, enabling them to make data-driven decisions, identify emerging trends, and personalize their sales strategies further.


AI-Powered Sales Assistants: Virtual sales assistants powered by AI will become more prevalent. These assistants will be able to handle routine tasks, provide real-time sales guidance, and offer personalized recommendations to sales representatives, ultimately improving their efficiency and effectiveness.

Hyper-Personalization: AI will enable even deeper levels of personalization in sales interactions. By leveraging AI algorithms and customer data, sales teams can tailor their messages, offerings, and pricing to individual customers, creating highly personalized experiences that resonate with their specific needs and preferences.

Advanced Chatbots and Voice Assistants: AI-driven chatbots and voice assistants will continue to evolve, becoming more conversational, intelligent, and capable of understanding and responding to complex customer inquiries. These AI assistants will handle initial interactions, qualify leads, and seamlessly hand them off to human sales representatives when necessary.

Virtual Reality (VR) and Augmented Reality (AR) in Sales: VR and AR technologies have the potential to transform the sales process by allowing customers to experience products or services virtually. Sales teams can leverage these technologies to provide immersive demonstrations, virtual tours, and interactive experiences, enhancing customer engagement and decision-making.

Seamless Integration of CRM and AI: Customer Relationship Management (CRM) Systems will be tightly integrated with AI capabilities, enabling seamless data analysis, predictive lead scoring, and automated sales processes. AI will augment CRM systems, providing real-time insights and recommendations to sales teams.

    Sales Skill Augmentation: AI-powered tools will assist sales representatives in developing and honing their skills. Virtual reality simulations, AI-based coaching platforms, and personalized training programs will provide continuous learning opportunities and enable sales professionals to improve their techniques and close deals more effectively.

    Ethical Considerations: As AI becomes more integrated into sales processes, ethical considerations regarding data privacy, transparency, and bias will become increasingly important. Sales teams will need to navigate these challenges and ensure that AI technologies are used responsibly and in alignment with regulatory guidelines.

    It’s worth noting that while AI is likely to have a significant impact on sales teams, human sales professionals will remain essential. The human touch, emotional intelligence, and relationship-building skills will continue to be valuable in sales interactions, complemented by AI-powered tools that enhance efficiency, productivity, and decision-making.

    Tips from One Founder to Another: Invest in New Sales Hires

    Ted Kalomiris on April 4, 2023

    You have heard it before, and you will hear it again. Measure Twice, Cut Once. This old-age axiom is critical when developing your Startup Dream Team (SDT). Once you have decided to expand your team to include additional personnel, it is imperative to take time to ensure your new sales hire is the correct fit for the job and is supported in their pursuit to excellence. Founders should be certain of fit before hire. However, you still are responsible for verifying you made the right decision.  Trust you made the right hiring decision but confirm it by being involved in their first 90 days.  You cannot afford to fail at this critical hire.  It is so much more expensive and time consuming to source, recruit and hire than it is to shadow, teach, and mentor.

    When you invest time in new sales hires, it reduces the lead time to productivity. In a world where the average turnover of a salesperson is 18 months, it is critical that you take time to establish team buy-in with clear sales objectives and a well-defined strategy. 

    Define Your Business Strategy

    As the SME of your start-up, it is up to you to define, articulate, and motivate your business strategy to newcomers. Without a clear vision, it is impossible to maximize the efforts of your sales team and grow your organization.

    Key factors to keep in mind include:

    1. How do we differentiate from the rest of the marketplace?
    2. What are our strengths and weaknesses as an organization?
    3. Where do we stand to achieve the most sustainable growth?

    Once you have a clear understanding of these points, you can put together a plan to recruit, train, and influence your sales team to maximize revenues for your startup.

    Support Your Team with Resources

    Once you have clear and transferable alignment with your business strategy, it is important to provide support to your SDT. Regardless of your team’s hard and soft skills, it is imperative to consider opportunities for professional development that will aid in the productivity of your sales team. With more and more companies adopting a hybrid sales strategy, there is greater opening to leverage and utilize data to understand one’s growth opportunities.

    Consider the following to better support your team’s success:

    1. Choose a CRM that will aid in reducing cumbersome administrative tasks and maximize sales.
    2. Develop easy to implement practices that keep everyone in the loop and provide clear opportunities for measured growth.
    3. Establish a regular check-in with your team in which you, as the founder, are accessible to help troubleshoot and ideate.

    When you put in the extra effort to make sure your team feels connected, heard, and well-resourced, they will go the extra mile to support start-up in the pursuit of excellence.

    Stay tuned for more tips from one founder to another,

    Ted