Gartner Survey Finds Sales Organizations That Provide AI-Enabled Next Best Actions Are 2.6x More Likely to Achieve Commercial Growth
LAS VEGAS--( BUSINESS WIRE)--Sales organizations that provide sellers with AI-enabled next best actions are 2.6x more likely to achieve commercial growth, according to a survey by Gartner, Inc., a business and technology insights company. The findings were presented at the Gartner CSO & Sales Leader Conference, held here this week.
A survey of 227 chief sales officers ( CSOs) conducted from August through September 2025 found that organizations that prioritize upskilling sellers on AI are 2.4x more likely to achieve strong revenue growth. However, the finding also highlights a growing divide between the rapidly expanding capabilities of AI and sellers’ ability to apply those capabilities effectively in day-to-day work.
“The most effective sales organizations are not simply layering AI onto existing ways of working,” said Greg Hessong, Senior Director Analyst in the Gartner Sales practice. “They are redesigning seller workflows so AI can support execution, recommendations and orchestration, while sellers focus their time on the moments where human judgment and customer value matter most.”
AI-enabled growth depends not only on technology adoption, but also on redesigning sales roles around how work gets done. Sales leaders should redesign roles for an AI-driven environment, align those roles to AI-augmented workflows and prepare future roles to orchestrate AI agents. The need for that shift is becoming more urgent: Gartner predicts that by 2027, 95% of sellers’ research workflows will begin with AI, up from less than 20% in 2024.
Where Human Sellers Outperform GenAI
Buyer data also clarifies where human sellers still outperform GenAI. A survey of 645 B2B buyers conducted from August through September 2025 found that buyers were:
Buyers who spent more time with supplier reps reported the lowest levels of dysfunction, and buying groups with low dysfunction were 13x more likely to report high-quality deals.
AI is well suited to activities, such as account research, personalized messaging, signal monitoring and next best actions, while sellers remain differentiated in empathy, judgment, contextual understanding and value framing.
“Sales leaders who win with AI will not ask sellers to do everything they did before, just faster,” advised Hessong. “They will build AI-augmented roles that give sellers more capacity to help customers realize value, advance decisions and achieve better outcomes.”
Gartner clients can read more in the report “ Redesign Roles To Elevate AI-Augmented Seller Productivity.”
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About the Gartner CSO & Sales Leader Conference
The Gartner CSO & Sales Leader Conference is taking place May 19-20, 2026 in Las Vegas, providing sales leaders with the latest research on AI-driven strategies, seller productivity, and transformative sales leadership. Follow news and updates coming out of the conference on the Gartner Newsroom and on X and LinkedIn using #GartnerSales.
About Gartner for Sales Leaders
Gartner for Sales Leaders provides heads of sales and their teams with the insights, advice and tools they need to address mission-critical priorities amid mounting pressures to drive growth through new and existing customers. With extensive qualitative and quantitative research, Gartner for Sales Leaders helps sales teams combat commoditization and price-based purchasing, develop critical manager and seller skills, elevate the value of sales interactions, unlock existing growth potential, and optimize sales force enablement. Follow news and update from the Gartner Sales practice on X and LinkedIn using #GartnerSales. Members of the media can find additional information and insights in the Gartner Sales Newsroom.
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