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The Recovery Mechanism · Finding 16 of 16
Does AI improve sales team performance?
Finding
AI increases sales capacity, not execution quality. 60% of rep time is spent on non-selling activities and 54% of sales organisations have deployed AI agents to reclaim it.
The data
What it means for revenue leaders
AI agents address time spent selling. They do not address the quality of what happens when reps sell. Ifexecution quality holds constant while capacity rises, the result is mediocrity at greater scale.
How this was measured
Execution quality data from 500,000+ dual-scored capability assessments. Capacity and AI deployment figures sourced from Salesforce State of Sales 2026.
Source: Global Sales Capability Index 2026 (Uhubs). Based on 500,000+ dual-scored sales capability assessments across 45 countries and 30+ role types, 2020–2026. Published April 2026.
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