How to Use Behavioral Science & AI to Create Better Sales Results

Managing a sales-driven environment can be as tedious as it is rewarding. Although you have the capacity to generate substantial revenue, you are also in direct competition with an abundance of similar businesses. Therefore, it’s important that you take the time to find the best tools to help drive sales.

Let’s examine some of the best ways that sales teams generate sales through AI and behavioral science.

AI and sales

It’s no secret that AI has been used to help companies drive sales. Often, companies use AI to develop unique algorithms that help recommend products based on previous purchases in order to drive sales. In other words, since the AI sector is so vast and innovative, AI is considered to be one of the best things ever to happen to those working in sales.

Here are some of the top ways AI has been used to drive sales in the past:

Forecasting — With the help of AI algorithms, managers can more accurately predict their sales each quarter through budget and return forecasting.

Price Optimization — To remain competitive, companies can set prices lower than the competition, while maximizing profits through AI for greater accuracy.

Cross-Selling and Upselling — Many companies use AI for cross-selling and upselling, one of the best ways to sell more products and earn more revenue.

Performance Management — Using AI, managers monitor a unique dashboard to track the performance of all employees. 

Behavioral science

Behavioral science is the study of human behavior via observation and systematic experimentation; Those who work in the field study when, why and how humans are compelled to engage in specific behaviors by examining external factors such as motivation, social influences, habits, contextual effects, etc. 

Behavioral science in sales

Behavioral science is often used to predict human behavior. This helps sales representatives use AI to track sales.

The Fogg Behavior Model

Created by Jeffrey Fogg, the Fogg Behavior Model uses three factors used to drive behavior:

• Motivation — The desire or willingness to do or act on something;
• Ability — The ability to act on those motivations;
• Trigger — An emotion that causes you to act on the motivation.

When used alongside AI, the Fogg Behavioral Model can help drive consumers toward more frequent conversions. In particular, the model allows companies to ethically collect data on various buyer motivations, creating more effective tools to track customer behavior in the future.

Self-Determination Theory

Another way AI can be combined to help boost sales is through Self-Determination Theory. For those who are yet unfamiliar, Self-Determination Theory identifies three main inherent needs that motivate people to act. Those essential needs are:

• Competence — Considered a universal need, competence allows people to improve newly learned and existing skills.
• Autonomy — People also need autonomy, or the ability to choose their own outcomes and freely pursue the passions that motivate them.
• Relatedness — People need to be able to relate to others; interest and tendencies.

When it comes to AI and behavioral science, Self-Determination Theory can be used to better understand what tasks are the most important to others, both at home and in the workplace. This theory allows anyone to create and sell products that can help make tasks more straightforward. Similarly, companies can develop algorithms to pitch products and services that help boost autonomy, by learning more about autonomy itself.

The bottom line

There are plenty of ways in which AI and behavioral science can be used to drive sales. Together, both AI and behavioral science help sales teams predict customer behavior and drive improved revenue.

For an accelerated approach to AI and behavioral science integration, partner with an experienced sales enablement advocate that understands data-driven revenue. At EnableU, we offer sales enablement training with integrated AI and behavioral science technology to help sales reps recognize strengths and address weaknesses in unique ways. Improve team chemistry, power and performance through the freedom that assistive sales AI affords.