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Leveraging AI on Sales Management: A Data-Driven Strategy
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Author(s): Roshan Kumar Shiva (SR University, Hanumakonda, India)and Geetha Manoharan (SR University, India)
Copyright: 2026
Pages: 22
Source title:
Harnessing AI for Point-of-Sale Optimization
Source Author(s)/Editor(s): Nozha Erragcha (University of Jendouba, Tunisia)and Maher Toukabri (Northern Border University, Saudi Arabia & University of Jendouba, Tunisia & Laboratory ARBRE, University of Tunis, Tunisia)
DOI: 10.4018/979-8-3373-4392-1.ch008
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Abstract
Using data-driven tactics that improve decision-making, forecasting, and overall sales performance, this chapter examines how artificial intelligence (AI) confers authority onto sales management. In order to improve pipeline management, identify high-potential prospects, and design tailored outreach, sales managers may take use of the capabilities of artificial intelligence in the areas of predictive analytics, lead scoring, customer behavior analysis, and real-time insights respectively. With the use of artificial intelligence, workloads may be simplified by automating common processes and generating suggestions that can be implemented. This enables sales teams to concentrate on high-value activities and maximize win rates. In addition, coaching tools that are powered by artificial intelligence will assist managers in cultivating talent and enhancing the efficiency of their teams. By continually improving tactics based on emerging data patterns, integrating AI into sales management supports agility, precision, and sustained revenue development.
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