AI. People have strong feelings about the technology.
Many despise it for the “AI slop” large language models such as ChatGPT and Claude churn out, not to mention how it appears to be eliminating jobs. While others love it for its ability to speed up tasks, provide instant access to information, and brainstorm ideas.
You can add revenue teams to the love column, as they’re seeing benefits that directly improve their ability to drive revenue and grow business. According to Allego’s 2026 AI in Revenue Enablement Report, 77% of revenue team leaders report increased revenue from AI.
Looking more closely at the research, which surveyed 318 leaders in sales, marketing, enablement and customer success:
- 84% say AI-driven sales coaching tools improved coaching quality.
- 83% report reduced onboarding time for new reps.
- 80% report improved sales rep effectiveness.
- 73% say AI shortened sales cycles.
The research further indicates significant opportunity to scale the use of AI across revenue organizations. Sixty-three percent of leaders say their teams are still in the initial phases of adoption, and 88% plan to increase investments in AI tools in the next 12 months.
Unsurprisingly, the areas where leaders intend to invest more are areas they’re already seeing success: AI-driven sales coaching (40.57%), AI-driven training (40.25%), and AI-powered revenue forecasting. Respondents also have a strong interest in agentic AI (40.57%).
AI Cautions and Challenges for Revenue Teams
Revenue teams face several challenges scaling their use of AI, though. Roadblocks include understanding and trusting AI outputs (41%), managing changes from AI adoption (36%), issues with data quality and availability (33%), integrating with existing systems (28%), and lack of skilled staff (26%).
Analysts agree AI literacy is crucial. Without it, revenue teams will not attain all the benefits possible. It’s important, therefore, that leaders train their teams, but also that vendors offering AI-powered software educate their users and guide them on how to use the tools.
AI literacy also applies to revenue leaders, analysts say. Many leaders look at how their front line uses the technology, but it’s only when leaders’ literacy rises, that AI will shift from being an operational tool to a strategic lever.
When revenue leaders approach AI from a strategic viewpoint, they can redesign workflows with AI in mind instead of applying the technology to existing processes. That involves dismantling systems and processes, rebuilding them with AI embedded, eliminating data silos, and adopting shared orchestration across the buyer lifecycle. Revenue teams that do that will see even greater gains from AI, analysts say.
Measuring the Impact of AI on Revenue Teams
Perhaps the greatest impact AI has on revenue teams is increased productivity. However, many don’t take the time saved and apply it to things that could earn their company more revenue, analysts say.
A better way to measure the impact of AI is to determine the value contributed per person, analysts say. For example, sales leaders should calculate sellers’ capacity and velocity before and after using AI. Does AI:
- Improve sellers’ capacity to sell?
- Make it possible for sellers to handle more opportunities?
- Help sellers find more opportunities?
- Help sellers win more?
With that data, revenue leaders can accurately measure the impact and determine the return on their AI investments.
The Future of AI in Revenue Enablement
With 63% of revenue teams still in the early stages of AI maturity, we can expect adoption to continue to grow. Scaling its use and achieving success, however, will require more than technology. Humans are still very much a part of the equation, beginning with leaders who understand the strategic value of AI and users who know how to use the technology to grow business.
This article is part of a comprehensive report on the Gartner Sales Leader and CSO Conference, which was held in May in Las Vegas. You can download the full report or read other articles from the report here.
