AI Leapers Struggle as Sales Teams Fail to Convert AI into Results

As artificial intelligence (AI) becomes a core focus for sales and marketing teams, many organizations are realizing that rapid adoption doesn’t equal success. According to Highspot’s 2025 Go-To-Market (GTM) Performance Gap Report, most “AI Leapers” — companies that invest heavily in AI tools without foundational alignment — are struggling to translate technology into measurable business impact. 

Highspot’s survey of 463 global sales, marketing, and enablement leaders found that while 98% of organizations have AI strategies in motion, only 10% report strong execution. The issue isn’t adoption but integration — AI tools are often deployed without cohesive workflows, data alignment, or human-centric processes to turn insights into action. 

Key findings from the report include: 

• Execution gap: 96% of leaders report stalled deals and shifting priorities, with 80% citing team burnout. 

• Limited performance gains: Only 28% say AI is improving sales outcomes. 

• Structural deficit: Fewer than one in four companies invest in enablement or alignment systems that make AI actionable. 

Robert Wahbe, CEO of Highspot, emphasized that AI only drives value when aligned with people, process, and performance. Rather than replacing human roles, the most effective use of AI enhances coaching, streamlines workflows, and reduces friction across CRM and e-commerce systems. “AI on its own doesn’t move the needle,” Wahbe said. “When applied to insight-driven execution, it empowers sellers instead of overwhelming them.” 

Highspot warns that companies chasing quick AI wins without operational readiness risk wasted investments, declining productivity, and workforce burnout. The report concludes that true competitive advantage lies in embedding AI within a connected GTM framework — one that bridges data, technology, and human expertise to close the persistent execution gap in modern sales operations. 

 

Source:  

https://www.crmbuyer.com/story/why-ai-leapers-are-failing-sales-and-crm-teams-177546.html?__hstc=8228397.cbe7a3a03489c49131d9a40f0909459b.1745229294955.1760350554056.1760422016890.113&__hssc=8228397.2.1760422016890&__hsfp=3335268029