AI is everywhere, and sales leaders are under growing pressure to use this shiny new tool. Your sales team may be experimenting with prompts in the hopes of automating their sales messaging and increasing their productivity by cutting out the busywork.
As a sales leader or sales manager, you may already be using AI in your own workflow. But it’s worth slowing down and asking this: how can you and your sales team responsibly use AI without undermining trust, credibility, and sales results?
Here are three key principles every organisation investing in sales training and leadership development should keep in mind.
1. AI should support conversations, not replace them
AI has the potential to either refine your sales strategy or sabotage it. Used well, it helps salespeople prepare, think clearly, and personalise outreach. Used poorly, it creates robotic interactions that buyers spot immediately. As a sales leader, you should still encourage your team to make real, authentic connections when reaching out to leads.
2. Spam generated by AI is still spam
If AI helps your team personalise messages and think more deeply about a specific buyer, that’s a great use of the technology. If it helps them send more generic emails at an unmanageable scale, all that’s done is flood the spam inboxes of your prospects. Quality over quantity still trumps over all in an oversaturated market.
3. Understand how to leverage your prompting tools
The quality of AI output depends entirely on the quality of thinking behind it. Salespeople who understand their buyer, their process, and their role get value from AI. Those who don’t simply get confident-sounding nonsense. Leaders must coach judgment, not just tools.
Download the full whitepaper, AI Prompts for Salespeople, to explore how Sandler-aligned teams are using AI thoughtfully, ethically, and effectively, including 20 prompts you and your team can use.
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