Let’s face it, AI is here to stay, and it’s got people asking how to use AI in sales and RevOps. But as exciting as this tech revolution sounds, diving in headfirst without thinking about the risks is a recipe for setbacks, wasted budgets, and headaches down the line. If you’re a RevOps leader, the key is figuring out how to leverage AI effectively without exposing the business to unnecessary risks. Here’s how to approach the common AI risks with strategic clarity and turn it into a solid asset for your sales operations.
Strategic risk: Loss of GTM efficiency
Risk: Falling behind in AI adoption isn’t just about having outdated solutions. Staying static with outdated tech can impact everything from customer engagement to GTM processes.
Solution: Get selective about the AI solutions you invest in and make sure they align with your long-term goals. Just because AI is in the name doesn’t mean it works properly or for your specific needs. If you want an AI that works for sales teams or for strategy, demo that product, make sure they have support (no matter your package tier), and be mindful about what you use. GTM efficiency is more than just spraying and praying AI messages across LinkedIn, so use the solution that covers you from researching and prioritizing to managing territories.
Financial risk: AI investments yield no returns
Risk: AI isn’t cheap, and investing heavily without a clear plan for ROI can put your budget in jeopardy. And let’s be honest, nobody wants to see a big chunk of capital go to waste on tech that doesn't perform as promised. Without a clear financial roadmap, it’s easy for AI investments to drain resources without delivering meaningful returns.
Solution: Make data-driven decisions to guide every step of your AI investments. Start by identifying which solutions are made specifically for sales teams. Your best bet is AI that directly contributes to revenue growth and efficiency–like strategy, research, or management not to AI write emails. Set up regular check-ins to assess ROI, and don’t be afraid to make adjustments as you go—AI is evolving fast, so your strategy should, too. A well-thought-out approach keeps your team efficient and your budget intact.
Operational risk: Data breaches and no support
Risk: Introducing new technologies brings security risks and can mean a need for new skills. Without addressing these, your operations could be disrupted by cyber threats or skill gaps. Implementing AI, without a security and talent strategy, risks exposing sensitive data, overloading your team, and causing inefficiencies.
Solution: Train your team so they’re prepared to handle AI-related tasks and potential threats. You can also ask AI companies if they are SOC II certified or what cybersecurity they also have in place to protect you.
Strategic risk: Wasted resources
Risk: Jumping on the AI bandwagon without a clear strategy can be tempting, but going in blind is a recipe for inefficiencies. Using AI because it’s a buzzword will lead to fragmented initiatives and disjointed sales processes, resulting in a limited impact on overall performance–an example would be a copywriting AI that sends 10,000 of the same message every week. It’s AI, but it's not a strategy and it's basically getting you rejections from companies based on annoyance level.
Solution: Invest with intention. Take a step back and evaluate your actual needs. If you need better information for a strategy, look for an AI built for RevOps professionals, not just any sales AI. If you need analysis and insights because your territories have more accounts than can realistically be covered, look for an account prioritization AI. The bottom line is that most RevOps leaders look for AI to maximize some resource whether it’s time, revenue, or execution of strategies. Choose your AI wisely, so you don’t have to find a brand new one the following year after being trapped in an annual contract.
AI as a RevOps asset: Unlocking sustainable growth
When thoughtfully managed, AI can be a powerhouse for your RevOps strategy. Purpose-built solutions empower your team with insights, automation, and personalized customer engagement, all of which drive performance and revenue. By strategically mitigating risks across competitive standing, finances, and operations, you can approach AI with confidence and clarity.
Take a risk-aware approach to AI, and it’ll become an invaluable tool that helps your sales team thrive in an increasingly competitive landscape.
Gradient Works
Gradient Works simplifies the workflow for sales and RevOps leaders by using dynamic account management to ensure representatives focus on the most valuable accounts. Our platform improves account segmentation, using AI for data enrichment and account sourcing, and streamlines operations with effective routing and territory management. By integrating these features, Gradient Works helps teams to achieve better pipeline results and overall sales performance. Want to see how it works? Check out our demo and see the difference for yourself!
