Business
Gartner Survey Finds Sales Organizations That Provide AI-Enabled Next Best Actions Are 2.6x More Likely to Achieve Commercial Growth
LAS VEGAS, May 20, 2026--Sales organizations that provide sellers with AI-enabled next best actions are 2.6x more likely to achieve commercial growth, according to a survey by Gartner, Inc., a business and technology insights company. The findings were presented at the Gartner CSO & Sales Leader Conference, held here this week.
About this update from Gartner, Inc.
[{"type":"text","content":"Analysts Discussed How to Drive Revenue Growth by Redesigning Seller Workflows for AI at the Gartner CSO & Sales Leader Conference","length":134,"tagName":"p","attribs":{}},{"type":"text","content":"LAS VEGAS, May 20, 2026--(BUSINESS WIRE)--Sales organizations that provide sellers with AI-enabled next best actions are 2.6x more likely to achieve commercial growth, according to a survey by Gartner, Inc., a business and technology insights company. The findings were presented at the Gartner CSO & Sales Leader Conference, held here this week.","length":350,"tagName":"p"},{"type":"text","content":"A survey of 227 chief sales officers (CSOs) conducted from August through September 2025 found that organizations that prioritize upskilling sellers on AI are 2.4x more likely to achieve strong revenue growth. However, the finding also highlights a growing divide between the rapidly expanding capabilities of AI and sellers’ ability to apply those capabilities effectively in day-to-day work.","length":393,"tagName":"p"},{"type":"text","content":""The most effective sales organizations are not simply layering AI onto existing ways of working," said Greg Hessong, Senior Director Analyst in the Gartner Sales practice. "They are redesigning seller workflows so AI can support execution, recommendations and orchestration, while sellers focus their time on the moments where human judgment and customer value matter most."","length":395,"tagName":"p"},{"type":"text","content":"AI-enabled growth depends not only on technology adoption, but also on redesigning sales roles around how work gets done. Sales leaders should redesign roles for an AI-driven environment, align those roles to AI-augmented workflows and prepare future roles to orchestrate AI agents. The need for that shift is becoming more urgent: Gartner predicts that by 2027, 95% of sellers’ research workflows will begin with AI, up from less than 20% in 2024.","length":448,"tagName":"p"},{"type":"text","content":"Where Human Sellers Outperform GenAI","length":36,"tagName":"p"},{"type":"text","content":"Buyer data also clarifies where human sellers still outperform GenAI. A survey of 645 B2B buyers conducted from August through September 2025 found that buyers were:","length":165,"tagName":"p"},{"type":"list","items":[{"val":[{"type":"text","content":"28 percentage...