"Imagine creating a perfect replica of your top-performing sellers-but instead of someone whose capacity for work is limited by time and geography, this replica can work alongside human sales reps continuously. These autonomous personal agents can identify, nurture, and even close deals by engaging customers across channels. Their power lies not just in executing tasks, but in thinking ahead: anticipating next steps, adapting to changing market conditions, integrating across systems, and continuously learning."
"Doug J. Chung is the CBA Foundation Centennial Fellow, Professor of Marketing, and the Director of the Sales and Business Development Forum in the McCombs School of Business at the University of Texas at Austin. He teaches sales management and strategy in the MBA and executive education programs, and has worked with organizations worldwide to develop effective sales management strategies. "
"Candace Lun Plotkin is a partner in McKinsey & Company's Boston office and a leader in the Growth, Marketing & Sales (GM&S) practice.She is the Global Co-Leader of the firm's B2B ecommerce and omnichannel service line and co-leads the Annual B2B Pulse research on how B2B customers buy, across traditional and digital channels, and the impact of gen AI on their behaviors. "
Autonomous personal agents can replicate top-performing sellers and operate continuously alongside human sales representatives. They can identify, nurture, and close deals by engaging customers across channels. These agents anticipate next steps, adapt to changing market conditions, integrate across systems, and continuously learn from interactions. Implementation draws on AI-enabled growth strategies, commercial technology, and data and IT strategy. Sales management and strategy inform agent design and deployment. B2B ecommerce and omnichannel approaches, combined with research on customer buying behaviors and generative AI impacts, guide customer engagement. AI-enabled sales practices increase sales productivity through growth and efficiency measures.
Read at Harvard Business Review
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