Jerry Maguire 2.0 – Selling in the “automation first” world

Publish date:

“Automation First” seems to be the order of the day and very slowly moving to an era of “AI First”.

As technologies are maturing with the increase in adoption of automation, Internet of Things (IoT), cognitive technologies, and artificial intelligence, the whole mechanism of the sales process has to mature. Just as automation has brought about a revolution across industries, it is only natural that automation is now influencing many other areas like sales and marketing.

Many of us might have watched the film Jerry Maguire, where a lone sports agent does anything it takes to win his clients’ confidence. What’s going to happen to this approach to selling in an automated world? We understand the value and the importance of human-to-human relationships – “the Jerry Maguire way” with clients will only take center stage as the sales strategies move from hunting and farming towards more of orchestration from the outside. With access to huge volumes of data and insights, companies expect high customer focused value propositions, as customer experience is clearly a top priority. While machines increasingly take over many tasks, they haven’t or cannot really replace humans. There is an increasing shift in value creation at higher levels where human intervention and expertise is a must to solve more complex customer problems.

Sales force automation systems are becoming popular, but with a view to equip and empower sales personnel. They can now be armed with more real-time customer insights to take on a wider range of duties with a delightful customer experience in mind. This also means that sales and marketing engines will have to evolve new innovative models, which start with a significant cultural change as well. While sales personnel become curators of their client portfolios, a strong executive support with fewer layers of control but increased enablement with automation tools is essential.

With data and machines ruling customer decisions, the softer aspects of emotional intelligence is what will boost the psychological aspects of sales and is unmatched by artificial intelligence. The recent years have seen a drastic move towards the importance of social skills from cognitive. With vast information and insights handy, the key is not just about achieving efficiency with automation, but to hone the ability of collaboration between humans and machines on the same plane. Jerry Maquire 2.0 will be about partnering with machines and showing genuine human empathy.

Related Posts

Artificial Intelligence

Artificial Intelligence Readiness and -Performance Benchmark

Dinand Tinholt
July 10, 2018
Are countries across the world ready to reap the benefits of Artificial Intelligence (AI) and how are they currently performing? Capgemini’s AI benchmark shows the current state of play.

A journey of a thousand miles begins with a single step

Lee Beardmore
June 26, 2018
Focusing on the little things in a business process transformation journey can make the biggest difference.

Why competitiveness means keeping pace with the cloud

Charlie Li
June 25, 2018
For companies with traditional IT estates made up of cloud and legacy (on-premises) apps and infrastructure, matching the development quality and velocity of cloud-native startups remains an ongoing challenge. But by automating IT operations processes with cloud technologies, they can begin to bridge that gap.

By continuing to navigate on this website, you accept the use of cookies.

For more information and to change the setting of cookies on your computer, please read our Privacy Policy.


Close cookie information