Picking Up From Where We Left Off…
In our last article, Selling Is Not a Personality Trait: Why the Myth of the Natural Salesperson Is Breaking Your Pipeline, we unpacked why charisma and confidence are often mistaken for sales capability. Real success comes from structure, listening, and behavioral mastery.
Now, we’re taking it further. Because even the best reps are the ones who listen, adapt, and sharpen over time and still need support. And that’s where AI comes in.
A Story About Speed vs. Experience
Early in my career, I was thrown into a multi-million-dollar, government-funded school construction project.
We had two architects:
One, a revered old-school professional with pens, tracing paper, Mylar sheets, and a T-square. Meticulous, wise, decades of experience.
The other, a fast-moving AutoCAD specialist. Brilliant at 3D modeling and rapid iterations, but new to the complexity of fieldwork and compliance.
It turned into a battle: speed versus experience.
What was missing wasn’t another opinion — it was a system. A workflow that bridged speed with wisdom so both talents could contribute without conflict.
I see the same thing in sales today: old instincts fighting new tools. Teams caught between gut feeling and intelligent support. Human insight trying to keep up with machine efficiency.
That’s what running a sales team without AI looks like. Messy. Outdated. Over-reliant on heroic effort. And guaranteed to fall behind.
The Mistake: Treating AI Like a Fancy Email Writer
Too many sales teams treat AI like a copywriter. And yes, it can write a decent email. But that’s just the surface.
The real power of AI lies in making your team smarter, sharper, and more scalable.
At Launchroot, we work with organizations stuck at surface-level adoption. They’ve installed the tech. But they haven’t restructured their systems. They’re using AI for speed, not for strength.
Our job is to close that gap — building frameworks, coaching rhythms, onboarding tracks, and metrics that turn AI into a growth engine.
We’re Underusing the Tool That’s Already Here
Selling is a learned craft — not a personality type. Yet many sales teams still run on charisma, gut instinct, and tribal knowledge.
AI should step in not to replace people, but to remove guesswork.
Today, most teams use AI for:
Writing emails
Pushing data into a CRM
That’s like buying a Tesla and only driving it in your driveway. You’ve got horsepower — but you’re not going anywhere.
Hyperautomation: The integration of AI, machine learning, and robotic process automation (RPA) to create fully automated workflows.
AI-Powered Predictive Analytics: Businesses are using AI to anticipate customer behavior and optimize operations accordingly.
Autonomous AI Systems: AI is evolving to handle complex decision-making with minimal human intervention.
AI as Coach: What the Best Teams Know
High-performing teams see AI not as a writing assistant but as a coach.
Platforms like Gong and Chorus go beyond recording calls. They:
Analyze patterns
Flag competitor mentions
Track engagement
Provide tailored, data-backed feedback
And the numbers prove it:
Teams using Gong’s deal warnings saw 35% higher win rates
Canva boosted selling capacity by 60%
Paycor increased wins by 141%
Square sped up pipeline movement with custom coaching cues
This isn’t magic — it’s structured systems powered by smart tools.
Imagine Having a Coach Who…
Listens to every call
Flags what matters
Provides real-time feedback
Never gets tired
That’s what modern AI looks like. A partner that works beside your reps and makes them better.