Council Post: You Can't Skip Your Journey To AI Maturity In Sales -- Here's How To Earn It, Stage By Stage

In a Council Post, Devang Agrawal, co-founder and CTO of Airspeed, argues that AI adoption in sales has moved past “being different” and now depends on whether teams actually act on conversational data automatically. He cites MIT research that 95% of generative AI investments show no measurable business impact, attributing many failures to systems that don’t retain feedback, adapt to context, or improve over time. Agrawal says teams must progress through four stages rather than jumping to the final one. Stage one is “Record,” requiring complete capture across channels and shared definitions of risk and buying signals, plus weekly coaching from live calls.