The Times: Miller Heiman Q&A - Sales innovation for quick results

Artificial intelligence and new learning methods are transforming how companies train sales staff and maximise results, according to Richard Hilton, managing director EMEA at Miller Heiman 

How important is technological innovation to your company?

It’s vital because the next generation of learners use technology in school and they are accustomed to using it on a daily basis.

How is artificial intelligence changing sales?

Theoretically, what AI will do for learning and development companies is allow us to have “augmented intelligence” instead of artificial intelligence. What this means for sales professionals is all tedious tasks they do, such as entering information into a customer system, arranging meetings and so on, is essentially going to be replaced by technology. This will allow sellers to spend more time on tasks that are closer to the customer

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