The Center for Sales Strategy Blog

As your leadership responsibilities grow, who has permission to challenge your thinking?

Early in your career, feedback is everywhere.

Managers coach you. Peers question your ideas. Customers push back on your recommendations.

You are constantly learning because people are constantly responding to what you say and do.

But something changes as you move into senior leadership. People begin looking to you for answers.

Your title carries more weight. Your decisions affect more people. And whether anyone intends for it to happen or not, fewer people may be willing to say, “I’m not sure I agree,” or “Have you thought about this another way?”

That is one of the quieter forms of leadership isolation.

Your team is already experimenting with AI. But is it making a measurable difference?

AI has quickly become part of the conversation in nearly every sales organization.

In fact, according to the Revenue Enablement in the AI Era report from LeadG2, The Center for Sales Strategy's RevOps division, 100% of organizations surveyed are either using or piloting AI.

Yet there's a significant gap between adoption and impact. Only 12% say AI is deeply integrated into their daily workflows.

That means most sales teams are still experimenting (testing prompts, trying new tools, and saving a few minutes here and there) but haven't figured out how to make AI a consistent part of how they sell.

In this episode of Improving Sales Performance, Matt Sunshine, CEO of The Center for Sales Strategy, explains why AI alone won't improve sales performance (and what sales leaders can do to move from experimentation to execution).