• by Ray Schultz , July 27, 2023

Most B2B sales teams are using AI to some extent, judging by Salesloft’s 2023 State of AI in Sales Survey, released Thursday. 

Of the executives polled, 95% say their organization is using AI in sales in some form. Of these firms, 21% are deploying AI significantly and 34% moderately. 

In addition, 84% report their firm has used generative AI in sales in the past year, with 21% fully implementing it and 26% applying it in some areas. And 22% report individuals have used it on an ad-hoc basis. 

This is happening as sales team burnout and turnover are on the rise: 86% of executives have seen an increase in these problems in the past year. 

Work is also getting tougher: 40% of sellers have to log into 4-5 applications to do their job. 

The biggest challenges for companies is finding personnel. 

The biggest benefits of using AI in sales are:

• The ability to prioritize activities — 52%
• Increased efficiency and productivity for sales teams — 49%
• Improved lead generation and qualification — 44%

In addition, 98% say they are confident in the accuracy of AI prediction and analysis across all use cases, including scoring, forecast and sentiment, 32% very much so. 

“Generative AI is transforming nearly every industry right now,” says David Obrand, CEO at Salesloft. 

“While it can help sellers draft pitches and write emails with unprecedented efficiency, the real power of AI lies in its ability to help sellers identify the next best action in their workflows to advance deals and improve the customer experience.”