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.
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