Ep.9 - AI in Sales Leadership: Where the Hell Do I Start?

About This Episode

Most sales leaders know AI is changing how teams sell. The gap isn't ambition - it's knowing where to actually start. Research from Salesforce and HubSpot shows sales reps spend between 75-80% of their time on admin rather than selling. AI is the fastest route to flipping that ratio, but only if you know which use cases to prioritise first.

In this session, Tom Ridley and Rich Smith cut through the noise and get practical. No theory, no hype - just the three AI use cases that deliver the most immediate value for sales teams: prospect research, personalised outreach, and call analysis.

Rich also shares a stat that stops most sales leaders in their tracks: 71% of employers now prioritise AI skills over experience when hiring. If your team isn't building AI capability now, they're already falling behind - and so are you.

The good news? The starting point is simpler than most leaders think. This session shows you exactly what it looks like.

You'll Learn

• Why sales reps spend 75-80% of their time on admin - and how AI closes that gap fast
• How to use Perplexity to do in seconds what used to take 15-20 minutes of manual research per prospect
• How to build a personalised outreach engine using tools like Reggie.ai, Tuesday, or a simple ChatGPT project
• Why call transcripts are the most underused data asset in most sales teams - and what to do with them
• How to build "what I heard you say" slides from call transcripts in under a minute
• How to pull prospect language from call transcripts and turn it into your best prospecting messaging

Who Is This For?

This session is for sales leaders and managers who know they should be using AI but haven't found a practical starting point yet. If your team is still spending the majority of their time on admin, or if you're still doing prospect research manually, this is the episode to start with.

Who Are MySalesCoach?

MySalesCoach works with sales leaders to build the frameworks, coaching habits, and team accountability that help reps perform consistently - not just when a manager is watching.

If AI is surfacing where your team's selling time is actually going, we help you build the coaching structures to make sure that time is being used well. Book a call to talk through what that looks like for your team.