AI in sales planning and incentives

Executive Summary

AI is everywhere. But its impact isn’t where most teams expect.

Organizations are under pressure to move faster — faster planning, faster forecasting, faster decision-making. AI promises all of it.

And in many ways, it delivers.

But speed isn’t the same as strategy.

Most teams are using AI to automate tasks, summarize information, and reduce manual work. But when it comes to high-stakes decisions — forecasting revenue, setting quotas, designing compensation — adoption slows.

This is where the gap appears.

The challenge isn’t whether AI is being used. It’s whether it’s being used to actually shape performance.

See how your team compares

What you’ll learn

Inside this report, you’ll uncover:

Where AI is already delivering measurable value
Why most usage is still limited to low-impact workflows
What separates teams using AI for speed vs strategy
The barriers preventing deeper adoption
What needs to change for AI to influence real decisions

Why this matters

AI Adoption ≠ AI Impact

Most teams have adopted AI — but primarily for basic tasks, not strategic decisions.

Speed Without Strategy Falls Short

Faster workflows don’t change how revenue decisions are made — or how performance improves.

The Next Advantage Is Intelligence

Teams that embed AI into planning and compensation gain visibility, alignment, and adaptability.

See how leading teams evolve

AI Is widespread but still underutilized where it matters

81%

of sales professionals are already using AI in some part of their workflow

Only 28%

use AI for forecasting and pipeline decisions — where strategy is defined

62%

say AI improves access to data and insights, but not necessarily decisions

AI is improving visibility — but not yet reshaping how revenue decisions are made.

See how your team stacks up

Go Beyond the Surface-Level Use Cases

Get the full breakdown of how AI is being applied across revenue teams — and where it’s creating real advantage.

Where AI delivers today
and where it doesn’t

See the full breakdown of AI maturity

Where AI Delivers — and Where It Falls ShortAI is already improving speed across revenue teams — automating tasks, summarizing data, and reducing manual work. But when it comes to the decisions that actually shape performance, adoption drops and impact becomes less clear.
From Automation to IntelligenceMost teams use AI to move faster. Few use it to make better decisions. The next phase isn’t about doing more with AI — it’s about using it to model, evaluate, and guide revenue strategy.
The Gap Isn’t Capability — It’s ContextAI tools can generate insights, but without understanding how your business actually operates — compensation rules, territories, quotas — those insights stay surface-level.