Alright, let’s talk AI.
Gong released their latest AI report and two stat’s jumped out immediately.
96% of revenue teams are now using AI, and quota attainment still fell to 42%. Those two things should not be true at the same time.
So no, AI is not making teams better. It’s actually doing something a lot more dangerous. It’s exposing who never knew how to run a revenue engine in the first place.
Let’s get into it.
The Uncomfortable Truth
Most people talk about AI like it is a productivity upgrade. Add AI, get better results. That story is everywhere right now.
But that is not what is happening.
AI is a mirror. It reflects whatever system you already have in place. When fundamentals are strong, AI amplifies them. When they are weak, AI exposes them faster than ever.
What we are seeing across revenue teams right now is not an AI problem. It is a process problem. AI is being layered on top of weak pipeline discipline, activity mistaken for progress, and gut-feel forecasting. None of that gets fixed by automation.
AI does not correct bad systems. It amplifies them.
That is why this moment feels uncomfortable.
AI is the great revealer at every level. Revenue teams. Leadership teams. Boardrooms. Entire institutions. For years, organizations got away with operational theater. Dashboards looked busy. Activity numbers went up. Everyone felt productive.
That no longer works.
Bad processes are no longer hidden. Misalignment shows up quickly. Weak management systems become obvious.
And honestly, I think that is a win. Teams can no longer fake “productive.”
The teams actually winning with AI are not chasing more tools. They are doing a few basic things extremely well.
They lock in fundamentals before acceleration.
They use AI to measure discipline, not just outcomes.
And they align execution across the entire GTM system so sales, SE, CS, and RevOps are operating from the same playbook.
AI cannot fix chaos. It only amplifies what already works.
I shared this on LinkedIn and one comment summed it up perfectly. If you are hiding flaws, they will not stay hidden.
As we head into 2026, the question is not how do we implement more AI. The real question is what fundamentals do we need to fix so AI can actually work for us.
That is the work. And that is where real advantage gets built.
That’s it for today. Connect with me on Linkedin if you actually want to understand what an Autonomous Organization looks like in the real world.
