Sales teams today are facing a big problem - and it’s leaving revenue-driving insights on the table.
Despite the fact that powerful AI tools like conversational intelligence platforms are proven to deliver unprecedented growth and productivity, many field sellers want nothing to do with them.
Why is that?
Rather than in the tech itself, the gap often lies in the way AI is deployed and integrated into daily workflows, which affects the way it’s understood.
At FortéNext, the USA's largest B2B Salesforce implementation partner, we've observed that low adoption of AI tools among sales reps typically stems from a massive misperception of AI technologies as simple static CRM enhancements that ultimately create more busywork.
Who can blame busy sellers for not wanting to bother?
Fortunately, the fix is simple: Instead of just another add-on to hassle with, teams need to see AI’s potential as a dynamic, personalized coach.
The great news is that there's a proven path to initiating this perception shift in any team - yours included.
Through our experience deploying Agentforce Sales Coach, we’ve seen the following 4 critical steps transform highly hesitant sales teams into empowered, self-coaching efficiency machines:
As I’ve said, sales reps often view traditional CRM systems as data-entry burdens.
Agentforce Sales Coach flips that script by focusing on the conversations that drive B2B buyer journeys.
Rather than simply storing notes, the AI interprets customer interactions. As a result, sellers get expert guidance and insights they can act on in real time.
For example, imagine a sales rep who used to spend hours logging customer interactions into a CRM. Now, using Agentforce Sales Coach, they instantly see insights after a call suggesting key customer pain points and ideal next steps.
What was initially a time-sucking exercise in tedium is transformed into a strategic kickoff.
Or, look at Qatar Airways’ Sama 2.0. This AI-powered digital human was developed in collaboration with UneeQ, to provide real-time assistance on FAQs, destinations, and support tips through the QVerse platform and Qatar Airways app.
Sama 2.0 uses digital human technology to engage with customers in real-time, answering questions and providing personalized support - key aspects of conversational intelligence.
Transitioning further into conversational intelligence, Gong.io helped Shopify streamline their sales interactions by capturing and analyzing sales conversations.
Gong’s AI provided reps instant, nuanced insights about buyer emotions and objections, fundamentally transform CRM interactions into strategic guidance.
The results are higher engagement rates and faster deal closures.
👉 YOU SHOULD: Clearly communicate to your team that Agentforce isn't an admin tool, it's their strategic advisor.
AI should mold itself to the salesperson, not vice versa. Customizing Agentforce Sales Coach to each rep’s individual style and objectives significantly boosts adoption.
It’s simple logic: sales enablement AI that dynamically adapts to varied selling scenarios - from prospecting to closing - becomes indispensable rather than optional.
Consider a sales rep who specializes in technical discussions with clients.
Agentforce learns the rep’s conversational patterns and automatically provides precise technical talking points and suggestions. Instant integration, easier workday.
Salesforce's implementation of AI tools for their own sellers is a perfect example.
Haley Gault, a Salesforce seller, talks about how she uses Salesforce's Agentforce AI and Sales Coach to
Put it all together, and she’s got a whole lot of time-saving assistance preparing for face-to-face meetings, especially in unfamiliar industries.
Field sellers thrive on immediacy.
Agentforce Sales Coach delivers instant feedback and coaching tips directly within sellers’ workflows. Real-time prompts and conversational suggestions keep sellers engaged, confident, and increasingly autonomous in their decision-making.
Imagine a rep is on a critical call with a high-stakes client, and Agentforce prompts him with a strategic follow-up question the rep hadn’t thought of. This timely insight turns out to be what it takes to secure a commitment from the client.
The immediate value of AI-guided coaching is obvious.
Companies like JPMorgan Chase see it, having recently implemented AI tools to enhance their sales performance in exactly this way.
The bank's AI, particularly the Coach AI tool, enables faster, more personalized service to wealthy clients by retrieving research and anticipating investment queries.
This rapid response capacity earned its mettle during a period of historic market volatility between 2023 and 2024, leading to a 20% increase in gross sales in asset and wealth management.
Adobe’s use of Drift AI further highlights the importance of immediacy.
The conversational platform provides real-time chat insights and coaching directly within live customer interactions, supporting Adobe sales reps by instantly suggesting relevant content and timely follow-ups during live customer chats.
The results have been notably accelerated sales cycles and increased conversion rates.
To be successful, AI adoption requires a cultural shift toward a growth-oriented environment where sellers are warm toward AI-driven insights.
One of the best ways to promote such a shift is to regularly showcase wins driven by Agentforce Sales Coach. Doing so highlights tangible benefits and develops a positive feedback loop.
Salesforce and Microsoft, for example, are doing it right.
Microsoft’s implementation of the AI for Sales coaching platform across global teams has the organization’s culture buzzing with a vibe of perpetual skill enhancement.
By consistently highlighting top performers who leverage AI insights and creating visible success stories, they’ve inspired team-wide adoption and innovation, resulting in measurable boosts in team performance and morale.
Salesforce has emphasized the importance of AI literacy and continuous learning to the extent that they initiated what looks like an all-out internal AI revolution.
How? By building an AI-friendly culture where leaders communicate AI’s role in augmenting, not replacing, human work.
By repositioning AI from a static enhancement to a dynamic, conversational partner, you transform skeptical sellers into enthusiastic adopters - and sagging systems into efficient machines.
At FortéNext, we constantly see teams using Agentforce Sales Coach and significantly improving the ability to navigate complex B2B buyer journeys, speed deal velocity, and grow customer satisfaction.
To see your teams do the same, it’s time to make the paradigm shift.
