AI Will Unlock Sales Capacity… Now What?

AI solutions have made their promise crystal clear: AI will give sales teams back hours every week. Automated prospecting, intelligent lead scoring, smart calendar scheduling – all designed to free sellers from administrative tasks so they can focus on actual selling.

The productivity gains are real. Recent research from McKinsey & Company shows that AI can boost sales effectiveness and performance by automating many mundane sales activities, freeing up capacity to spend more time with customers and prospective customers. Organizations are reporting measurable efficiency improvements across their sales operations.

But there's a critical question that most sales leaders haven't adequately addressed: What should sales teams actually do with this newfound capacity? Early evidence suggests that simply having more time doesn't automatically translate to better results. In many cases, it's creating new problems.

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