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How AI Is Finally Fixing the Sales Administrative Nightmare
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Ken Babcock, CEO of Tango, reveals how AI is solving sales teams' biggest pain point: administrative work that keeps reps away from selling. With 2M+ users and partnerships with Walmart and Nike, Tango evolved from documentation tool to AI automation platform.
The CRM Problem: Sales reps spend 70%+ time on admin instead of customer-facing activities. "No one ever hired a sales rep because of how good they were with the CRM," Babcock notes.
Speed 60 Method: Tango's approach compresses post-call work into 15-minute blocks: 45 minutes customer interaction, 10 minutes CRM updates, 5 minutes prep for next call.
Trust Through Transparency: Unlike "black box" AI tools, successful automation requires human oversight and real-time visibility into processes.
Competitive Advantage: Quick follow-up wins deals. One prospect told Babcock: "I forgot all those vendor conversations. The one that emailed me? I'm going with them."
- Start AI implementation with specific pain points like CRM updates
- Maintain human validation to build trust in automated processes
- Use data to identify low-adoption workflows for automation opportunities
- Quick response times after prospect meetings create momentum
- Build learning-oriented culture with regular career development conversations
- Focus on behaviors, not just values, when establishing company culture
Tango's journey shows that successful AI adoption comes from solving real user problems while keeping humans in control of the process.
Sales Reps Don't Wake Up Excited About CRM Updates: How AI Is Finally Fixing the Administrative NightmareKey InsightsMain Takeaways
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