Al usage in the workplace has been characterized as a “jagged frontier” – with few accepted practices and wide variation in Al tool adoption. This research surveys sales organizations to better understand leading practices in integrating Al tools in the sales organization. It identifies Al applications used in sales, measuring rates of adoption and impact, and the degree to which firms are promoting and supporting the use of Al tools. It investigates the policies and guidelines used to govern Al usage, and management’s aspirations and concerns over how Al should be used in sales work.
The research measures management sentiment on Al’s current and potential value in various sales related applications, current firm readiness and capability related to employing Al, and the expected impact of Al on sales worker replacement, augmentation, organizational structure, and staffing models. Research outcomes include identifying best practices in sales organization Al usage, and a set of quantified adoption and investment priorities by leading sales forces.
Resources available on this research
Research First Look
Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.
Full Research Report
A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.
