To understand AI Maturity and its impact, it’s helpful to look at the self-driving car industry.
This industry employs a framework for the levels of driving automation.
Sales organizations at Level 0 currently have no AI-driven automation systems in place.
Organizations at Level 0 have nowhere to go but up! There is a lot of opportunity to use data to improve team efficiency and effectiveness and drive more revenue.
Sales organizations at Level 1 have minimal automation tools in place.
Organizations at Level 1 understand the importance of using technology to improve manual processes but teams are still spending a significant amount of time and manual effort on workflows. It’s time to start building scale into processes by collecting and unlocking the data needed to move to levels 2 and 3.
Sales organizations at Level 2 are leveraging partial automation in their business processes.
Organizations at Level 2 might be getting some data-driven insights from AI but current tools are mostly point solutions that focus on a single aspect of sales and data lives in silos. Sales leaders are still missing key pieces of the revenue story, making achieving success with each member of your sales team an ongoing challenge. Unlocking GTM data is the key to unleashing the value of AI and having a holistic view of the business.
Sales organizations at Level 3 are leveraging advanced automation in their business processes.
AI Maturity in sales organizations at Level 3 is more advanced than most. They have a strong data foundation and a centralized AI. Teams are running efficiently using advanced automation. Reps have more data-backed insights into opportunities and customers, and leadership has real-time insights into the state of the business.
Sales organizations at Level 4 are leveraging high levels of automation in their business processes.
Organizations at Level 4 are more mature in their AI usage than nearly all of their competitors. AI is generation and completing actions and next steps while their team manages the AI and can override when desired. Early AI adopters who fall into this category will always have more historical data based on their function and field.
With your results, you’ll get recommended next steps and expert tips on how to reach the next level of success using AI.
Sales is one of four business functions that McKinsey predicts will account for 75% of the total annual value from genAI use cases. 1
