Salespeople are freeing up as much as half a day’s time in the course of a week using Copilot technology, as reported by Microsoft MVP and CongruentX CTIO Chris Cognetta during his Innovation Spotlight segment at the recent AI Copilot Digital Summit.
“We’re seeing salespeople gain four to six hours a week in deploying with Copilot. But we’re also seeing revenues increase,” Cognetta said in a conversation with Dynamic Communities and Acceleration Economy CEO John Siefert.
Noting his company’s early involvement with “conversational intelligence” that evolved into its Dialogue Copilot, which Microsoft Copilot powers, Cognetta added that “the real-world impacts are amazing.” Beyond the time savings and revenue increases, Copilots are reducing data collection and data friction, while changing behavior within sales organizations.
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In the sales cycle, it has always been a challenge to ask the right questions, recognize the most important data points, input key critical data into the CRM system, and gain actionable insights. So CongruentX’s Dialogue Copilot began with the idea of taking conversations with prospective customers and pulling that data into the CRM system.
“By recording the conversation and using these AI playbooks that we have, I’m able to not only map out a sales process, but any process, and then pull the elements into your CRM so your opportunities are updated, your stages move automatically, your notes, your pain points, all of those are updated, giving the salesperson all of that time back to work on more deals. That’s what Dialogue Copilot does.”
Feedback provided by the Dialogue Copilot serves as a coaching and mentoring tool for the sales organization. Dialogue Copilot enables relationship selling by detecting potential clients’ personalities on introductory phone calls and providing guidance on how to sell based on that personality. Dialogue Copilot will remind a sales professional over and over, if necessary, that they ask the all-important budget question: Does the prospective client have the funds to purchase the software or service being sold?
In businesses that don’t have a defined sales process, Dialogue Copilot can identify a top salesperson, record their calls, and reverse engineer their process so it can be shared with the rest of the team as a coaching tool.
Cognetta said the experiences of the last two years or so, watching Copilots become a bigger piece of the sales process, increases the likelihood that salespeople won’t give up their Copilots. In two years, he said, more than 70% of people using a Copilot won’t give it up.
In fact, the real productivity gains described above should lead to the expansion of Copilot usage beyond sales to delivery teams that can use Copilots to improve functions such as project management. In this latter use case, a Copilot can ensure that the delivery team understands the client’s expectations and implements the right project backed up by the right resources. Then, when the Dialog Copilot knows more about a business, it can create a model identifying the ideal industry, client profile, cycle time, and products. This will produce a real competitive advantage.
Cognetta added an optimistic final note on how Copilots can impact business in the future: “The things that people are doing with it, from a today perspective, are only the infancy. We’re just starting.”
His experiences with copilots in sales align with other speakers at the digital event, including executives from Zones, who recounted their early work.
