AI’s rapid ascension is certainly impacting sales but not without uncertainty. Eighty-seven percent of sales leaders say CEOs and boards are pushing for AI adoption in hopes of productivity gains. But only 11% of CSOs succeed in maintaining those gains and transforming around them. 

Gartner recommends sales operations leaders act on three priorities to support CSO priorities in the year ahead: 
1
Establish a strong AI foundation.
2
Reframe sales forecasting to be actionable.
3
Determine the least disruptive approach for transformation.

PRIORITY 1

Establish a strong AI foundation for maximum productivity

AI is no longer a differentiator for sales — it’s an expectation. CSOs are mandated to invest in AI to automate repetitive tasks, personalize customer interactions and optimize sales strategies for better performance. Sales operations leaders play a crucial role in defining and executing an AI roadmap that delivers measurable productivity improvements and stays ahead of industry trends. 
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