ONE FOR YOUR INBOX BEFORE WE START
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GM to the Top 1% ☕
Picture a Friday pipeline review. The VP announces the new AI tools are live, then adds, "So now everyone can double their outreach."
Nobody asks what stops. The reps do the math in their heads. The tool saved them an hour, and the VP just spent it twice.
💡 SPEED IS NOT A STRATEGY
Gartner released new sales findings in May. Sales organizations that give sellers AI-enabled next best actions are 2.6 times more likely to achieve commercial growth. A separate Gartner survey of 227 chief sales officers, fielded in August and September 2025, found organizations that prioritize AI upskilling for sellers are 2.4 times more likely to report strong revenue growth.
Two caveats. These are correlations, and the release gives no sample size or fielding dates for the 2.6x figure.
The more useful line came from the analyst. Greg Hessong of Gartner's sales practice said the leaders who win with AI will not ask sellers to do everything they did before, just faster.
That is the whole lesson. Next best actions work when they replace a decision the rep was making badly. They fail when they become one more task on a pile that never shrinks.
🔧 THE REMOVE-ONE-TASK RULE
Four moves to make AI free up selling time instead of filling it.
1. List the weekly tasks: Write every recurring task you do each week, such as CRM updates, call prep, follow-up emails, and research. Estimate minutes for each.
2. Pick the one AI now covers: Choose the task where an AI draft is good enough with a two-minute review. Call prep and recap emails are usual candidates.
3. Delete it from the plan: Remove the task from your standard week. Do not replace it with more of the same work.
4. Spend the hour on a stakeholder: Use the saved time on one conversation with someone in a deal you have not met, such as the finance lead or the end user.
🎯 THIS WEEK'S HOMEWORK
Time yourself on call prep for one account, then run it with an AI draft and your own two-minute review. Write down the minutes saved. Book that exact amount of time on Monday for one new stakeholder conversation.
❓ QUESTION OF THE DAY
What did AI save you time on this month, and what did you do with the hour?
Reply honestly. If the answer is "more of the same," you found the leak.
See you tomorrow.
Edward
Founder, Morning Sales
P.S. Want 2,800+ AI-native sellers reading your brand every morning? Morning Sales has direct sponsorship placements open for Q4, while sales teams are still deciding where next year's tool budget goes. Book a placement: https://app.beehiiv.com/direct_sponsorships/3760348f-b319-4d3d-a479-f7934571d587