ChatGPT to help sales teams sell better

Why Read This from an HCI Perspective

This article presents ChatGPT not as a simple writing tool, but as an interface that supports the full range of sales work. It shows how AI can fit into real workflows—such as account research, creating personalized messages, managing deals, and improving conversion—making it meaningful for HCI/UX practitioners. In particular, it prompts readers to think not only about performance, but about where users place their trust in AI, where they verify again, and which parts require direct human intervention.

CIT's Commentary

Using ChatGPT in the sales field makes people see it less as a ‘tool that provides answers’ and more as a ‘colleague that changes the way work gets done.’ However, the more convenient such tools are, the easier it is for users to accept the results as-is. That’s why, at critical decision points—like account research or generating personalized copy—users need to clearly understand where the evidence came from and when a human should step in. Especially in work where outcomes directly translate into revenue, such as pipeline management, faster execution doesn’t automatically mean higher quality. The key is an interface that clearly separates automation from review. These examples also make a strong starting point for the research question: ‘How far can AI go?’

Questions to Consider While Reading

• Q.What interface elements would make sales representatives not simply follow ChatGPT’s suggestions, but instead verify them again?
• Q.When using AI help for account research or personalized message generation, how should teams balance work speed with message quality?
• Q.Because it affects revenue, how should the system present the rationale and uncertainty behind AI-generated results to increase trust?