The Pipedrive white paper explores how AI is reshaping sales workload management, based on a survey of 628 customers. AI adoption surged in 2024, with 80% of sales professionals now using or planning to use AI, up from 35% earlier in the year. Sales managers lead adoption (41% vs. 31% of salespeople), using AI for forecasting, performance analysis, and admin automation. While AI users spend less time on direct selling, they emphasize quality interactions and strategic planning. Key challenges include balancing automation with human connection and ensuring equal access through training. Recommendations include role-specific training, collaboration, and task delegation to maximize AI’s impact.

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