This question is at the forefront of every boardroom discussion today. Because forward-thinking sales leaders clearly see AI’s potential — automating busywork to free sellers to focus on what AI can’t replace: relationship-driven, consultative selling.

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Based on a new study from the global research firm Dynata, 71% of sellers and 87% of sales leaders are already on board or preparing to start using AI, both encouraging stats. But in the field there’s a delta between the early experimentation and long-term potential of deeply AI-enabled sales motions.

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David's travel-weary notebook is still his primary source of customer conversation insight. Elena still dedicates an “admin day” to a mountain of meeting follow-ups. And then there’s Marcus, patiently awaiting pitch feedback for weeks while his manager is buried in deal forecasting.


Too often, the sales frontline feels less like an AI Renaissance and more like a throwback to the floppy disk era.

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Because when generic AI tools are simply overlaid onto deeply ingrained selling practices, old habits, predictably, tend to prevail. Without the right features and roll-out, seller productivity gains can be small and fail to reverberate throughout the revenue org. Ultimately, revenue leaders can’t prove ROI, and adoption momentum in the rank-and-file is quickly lost. No wonder only 16% of recent AI initiatives have scaled enterprise-wide. 

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And yet, there are outliers — high-performing revenue orgs who are making AI work where others have failed. Global companies across energy, healthcare, and entertainment, including GF, Bruker and Barco, are investigating and investing in intelligent systems, purpose-built to solve the problems that slow sellers down and weaving them into existing ways of working. Reducing friction, not adding to it.


That's why we engineered the AI-Enabled Sales Org Assessment — to help you understand where your revenue team is on the journey to successful AI implementation. We’ll measure the balance of human adoption and technological sophistication needed for your success and provide guidance on confidently modernizng your org with AI.