proSapient's Founder & President Margo Polishchuk sat down with Gabe Knapp, Partner at Oliver Wyman to understand how sales leaders are implementing agentic AI into their sales workflows to improve commercial outcomes.
The session draws on a survey proSapient ran jointly with Oliver Wyman, where we talked to 100 sales leaders who shared their real-life experiences. You can find the full survey article here.
We were later joined by Aaron Mallenbaum from Oliver Wyman, who gave a live demo of three AI agents to showcase this technology live.
What the survey found
Sales and productivity: 89% of respondents reported positive sales growth, 87% saw higher rep productivity, and 61% improved lead conversion.
Decision-making: 37% said better decision-making was the most surprising impact. Agents pull account information together from several data sources, which gives reps more context.
Mid-funnel work still needs people: Agents handle self-contained, top-of-funnel tasks like lead scoring well. Managing multiple stakeholders and procurement in the mid-funnel still depends on human relationships and judgment.
Security and governance: 40% of organizations have had an incident involving agentic AI. The speakers recommend putting guardrails in place before scaling up.
Expected returns: Respondents expect about a 2x return on their investment this year, and 3x or more over the next five years.
About proSapient
proSapient is an AI-enabled expert network that provides primary research and expert insight to support strategic investment decisions.