What's Happening?
Manufacturers are increasingly adopting AI-powered sales automation to modernize quoting, pricing, and customer interaction processes. According to a survey of 200 U.S. B2B manufacturers, 91% have implemented
or plan to implement AI sales automation, with AI sales agents identified as a top modernization priority. This shift is driven by the need to respond faster to supply chain uncertainties, tariffs, and customer demands for speed. AI tools are being used to enhance B2B discoverability, replace basic chatbots with AI sales assistants, and improve Configure-Price-Quote (CPQ) processes.
Why It's Important?
The adoption of AI in manufacturing sales operations represents a significant shift towards more efficient and scalable processes. By automating repetitive tasks and enhancing customer interaction, manufacturers can improve their sales performance and better meet customer needs. This transformation is crucial for manufacturers operating in configure-to-order environments, where guided consultation is essential for complex sales. The integration of AI tools also enables manufacturers to capture qualified buyers faster and improve margins through real-time, customer-ready CPQ platforms.
What's Next?
Manufacturers will continue to explore the potential of AI in sales orchestration, where AI systems handle multi-step workflows autonomously. This includes generating quotes, verifying credit, approving pricing, and triggering production. As AI tools become more sophisticated, manufacturers can expect to see further improvements in sales efficiency and customer satisfaction.
Beyond the Headlines
The use of AI in manufacturing sales is not about replacing human workers but amplifying their impact. By automating routine tasks, AI empowers sales reps to focus on high-value deals and strategic growth. This human-centered approach to AI adoption is crucial for building deeper customer relationships and driving long-term success.
