AI in Sales: Too Little Strategy, Training, and Trust
AI is no longer a concept—it’s here, transforming industries and redefining how businesses operate. For sales teams, the promise is clear: AI can unlock productivity, personalize outreach, and level the playing field against larger competitors.
But here’s the catch: While 81% of sales teams are experimenting with AI, a staggering 77% say it’s lowering their productivity. Why? A lack of strategy, training, and trust has turned AI from a potential game-changer into a source of frustration.
For scale-up sales teams, this represents a missed opportunity. When implemented thoughtfully, AI can become your secret weapon to gain a competitive edge, even against enterprise giants.
But here’s the exciting part: even a small increase in selling time—from 30% to 40%—can lead to exponential improvements in quota attainment and revenue growth.
If your team spends too much time on administrative tasks, distractions, and low-impact activities, you’re not alone. The good news? There are clear, actionable steps to break free from this trap. Let’s explore the problem, and more importantly, the solutions.
The Problem: When AI Goes Wrong
AI tools promise efficiency, but many sales teams experience the opposite. Why?
- Mandates Without Guidance: Leaders often roll out AI initiatives without clear use cases or training. Reps are left guessing, leading to wasted time and mistrust.
- Bad Data, Bad Results: AI is only as good as the data you feed it. Inaccurate, outdated, or incomplete CRM data leads to flawed outputs.
- Resistance to Change: Salespeople thrive on confidence, and unfamiliar tools can undermine it. Mistrust in AI often stems from a lack of understanding or training.
The Opportunity for Scale-Ups
Unlike enterprise organizations, scale-ups often lack resources for large onboarding programs, expansive teams, or endless experimentation. But AI offers a way to compete—if used correctly.
With a smart approach, AI can:
- Automate time-consuming tasks, like lead scoring or pipeline updates.
- Personalize outreach at scale, crafting tailored emails and LinkedIn messages.
- Provide deep customer insights that inform every conversation.
3 Steps to AI Success for Sales Teams
- Start Small and Focused
Don’t overwhelm your team with an “AI mandate.” Begin with specific, high-impact use cases, like automating email personalization or creating call scripts. Immediate wins build trust and confidence. - Invest in Training
AI tools are only as good as the people using them. Train your team to see AI as a partner, not a replacement. Equip them with frameworks to craft effective prompts, refine outputs, and integrate AI into their daily workflow. - Refine the Foundations
Before implementing AI, ensure your basics are in place:- Accurate Data: Clean up your CRM and ensure your data is up-to-date.
- Documented Processes: Establish a clear sales strategy and playbook to guide AI applications.
- Defined Value Proposition: Ensure your reps understand your ICP (ideal customer profile) and the value your product delivers.
Conclusion: Unlock the Potential of AI in Sales
AI is a powerful tool—but only when paired with strategy, training, and trust. Scale-up sales teams have a unique opportunity to leverage AI to compete with enterprise giants, but success requires more than just experimentation.
At Portage, we help sales leaders and teams implement AI strategically, ensuring productivity gains and predictable growth.
Want to learn more? Check out our full podcast series, including this episode on AI in sales, here:
Ready to explore how Portage can help your team unlock its true growth potential?
Let’s Get Started
Which of these strategies resonates most with your team’s challenges? Drop a comment or get in touch to learn more about how Portage can help you transform your revenue growth.
Additional Resources
- [How to Shorten Sales Cycles with Strategic AI Adoption]
- [The Ultimate Guide to Scaling Sales Teams]
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