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Sellers prioritize AI support in qualification, deal strategy, and solution design—not administrative tasks
Concerns about accuracy, workflow fit, and transparency far outweigh fear of replacement
35% describe ideal AI as "a partner working side-by-side"—nearly equal to those wanting task automation
72% prioritize strategic advice and pattern recognition over content generation capabilities
AI adoption in B2B sales reached 68% in 2025, according to Gartner. Yet fewer than 40% of sellers report that AI agents have actually improved their productivity. This disconnect reveals a fundamental gap between adoption and value.
We surveyed 500 quota-carrying B2B sales reps to understand what's missing. What we found is not a rejection of AI—it's a rejection of how AI has been built and positioned until now.
This report documents the shift from AI tools to AI teammates, and what it means for sales organizations building for 2026 and beyond. The data reveals that sellers want AI embedded in their workflow, not around it. They want judgment, not just output. And they want partnership, not automation theater.
Why AI tools miss the mark and how systems of action will replace disconnected automation
Data-driven findings on where sellers want AI support, trust barriers, human-AI boundaries, and more
Actionable guidance for sales leaders, operations, enablement teams, and technology buyers
Understanding the shift from AI tools to AI teammates and what it means for sales technology
The first comprehensive study of seller expectations for AI teammates in B2B sales
The conventional narrative assumes sellers resist AI because they fear replacement. Our data contradicts this. Sellers are not anti-AI—they are anti-unreliable AI.
The next generation of sales AI must earn trust through accuracy, operate inside the workflow, and deliver judgment—not just output. Organizations that understand this shift will define the next decade of sales technology.
This report provides the data and framework sales leaders need to evaluate AI investments, align technology decisions with seller needs, and build systems that actually improve outcomes.
Understand the gap between AI adoption and value, and what it takes to close it
Evaluate AI architecture and consolidate around context-aware systems
Position AI as the continuous coach sellers have been promised
Learn to evaluate AI on reasoning capability, not feature lists
Discover what 500 B2B sellers revealed about the future of AI in sales—and how to build systems that actually work.
Based on survey data from 500 qualified B2B sales professionals collected in partnership with independent research platform UserEvidence in Q4 2025.
