The integration of AI has been moving rather fast. Recent industry data shows a major jump in frontline usage with a sharp rise in AI use among sales pros from mid 20% to roughly 40% across the recent years. This number is only projected to increase as many firms adapt to tools that are cost effective and efficient. At the organizational level, many firms are still considering the integration of AI and curiosity is palpable. A survey conducted by McKinsey’s State of AI suggests that a large number of companies are experimenting with AI agents and scaling revenues. 

What high performing teams are doing differently: 

1. Focusing on outcomes rather than features– Top teams don’t buy every shiny AI feature, they map out AI tools to specific outcomes such as faster qualification, higher conversion rates, fewer dead leads and measure it. They run A/B tests and monitor downstream metrics, pipeline conversions, sales cycle length, and rep quota attainment rather than vanity metrics. 
2. Integration of AI into existing workflows– Instead of making sales teams switch to new workflows, winning teams plug AI into CRMs, cadence tools, call coaches and email builders so that tech augments existing actions and enhances the existing workflow with automatic meeting notes, suggested next steps, personalized outreach messages and much more. This reduces friction and increases adoption. Some commonly integrated tools are Gong, Outreach and Salesloft. 
3. Investing in Data Hygiene– AI is only as good as the data it consumes winning organizations priorities clean CRMs, standardized opportunities stages and reliable activity logging so that predictive models and coaching engines deliver accurate recommendations. Gong and Clari reports repeatedly highlight data quality as core to realizing AI’s promise.6