BCG survey finds sales AI boosts productivity more than commercial results

Boston Consulting Group says in a press release that 90% of surveyed revenue leaders report meaningful AI use in sales and revenue workflows. Only 6% report autonomous AI completing end to end workflows within governed limits.

The survey found that 33% cited reduced administrative work as a leading impact, while 22% reported time savings for sellers. Commercial results were less common: 14% reported improved conversion, 13% cited higher win rates and 8% saw better quota attainment.

For 2027, 65% of respondents expect sales headcount to grow, 72% expect budgets to rise and 91% expect higher quotas or productivity requirements per seller. The findings come from a survey of 398 chief revenue officers, sales leaders, chief commercial officers and revenue operations leaders across five sectors and 23 countries.

Nearly 60% said buyers arrive at initial conversations with more information about products and competitors than two years ago. Another 54% reported greater demand for customer or industry specific personalization, while 51% said buyers expect more customized evidence of returns before purchasing.