Key findings at a glance

• AI adoption is universal, but maturity remains uneven. Every respondent reports using AI somewhere in the revenue process. Only 20.6% describe their deployments as production-ready with measurable outcomes, while another 28.2% are still experimenting.
• Revenue pressure spans the full pipeline. Pipeline quotas have increased for 68.4% of respondents. Teams average 35.2 touches to create a qualified opportunity, and an estimated 19.7% of pipeline is affected by stalled deals, slipped close dates, and other execution breakdowns.
• Seller performance remains concentrated. Average quota attainment is approximately 62%, while the top 10% of sellers generate 47.4% of closed-won revenue.
• Coaching is frequent, but timely evidence is limited. Eighty-nine percent believe managers assess seller performance objectively. Yet only approximately 32% can instantly diagnose why a deal has stalled.
• Revenue technology strategy remains unsettled. Twenty-six percent of organizations are actively consolidating their revenue technology stack, 32.6% are evaluating where consolidation makes sense, and 26.4% continue to prefer specialized point solutions.