Reader:

Morning Minute with Larry Bonorato

The AI Opportunity Most Organizations Are Missing (1 of 3)

Sales Organizations

Good morning.

Most organizations today are using only a small fraction of what artificial intelligence can already do.

This week we’re exploring where AI may already help organizations save time, reduce costs, and uncover new opportunities.

Let me show you something interesting.

This chart comes from research by Anthropic.

The blue bars represent the share of job tasks AI could theoretically help perform.
The red bars represent how much AI is actually being used today.

What matters most isn’t the bars themselves.

It’s the gap between them.

Every inch of space between the blue bar and the red bar represents work that could be done faster, better, or less expensively.

For sales that gap is 50%

For sales team leaders, the opportunity isn’t simply adopting AI tools.

The opportunity is rethinking how work gets done.

So what does this actually mean for leaders today?

One helpful place to start is by asking three simple questions.

First:​
Where are teams still starting work from scratch?

Many sales reps still begin proposals, prospect emails, and follow-ups with a blank page. AI can generate strong first drafts in seconds—helping teams respond faster and pursue more opportunities.

Second:​
Where are people spending large amounts of time drafting, summarizing, or analyzing information?

Sales professionals often spend hours summarizing meetings, updating CRM systems, and preparing reports. AI can organize notes, highlight customer needs, and suggest next steps—freeing more time for selling.

Third:​
Where could AI help people start faster, think better, or move ideas forward?

Before meeting a prospect, AI can summarize a company, identify industry challenges, and suggest relevant talking points.

Many organizations also pay outside firms thousands each month for CRM reporting and campaign analysis. Today, much of that work can often be handled internally by a well-trained team member supported by AI.

And this leads to an important insight.

The biggest AI opportunity today isn’t replacing people.

It’s closing the gap between what AI can do and what we’re actually using it to do.

One final thought.

Where do you see the biggest opportunity for AI in your sales process right now?

Just hit reply and share a quick thought if one comes to mind. I enjoy hearing what readers are seeing in their own organizations.

Let’s explore what this could mean for you.

Keep Learning! Keep Leading!

Larry A. Bonorato

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Please feel free to share this message with anyone who made be helped by its contents.

As always, your comments, your questions, and your observations are greatly appreciated! I may be reached at ​lab@larryonlearning.com​, 864-630-2625 or by responding via direct message on social media.

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May God bless you, your family, and your team!

(published by Bonorato Creative Group, LLC; all rights reserved)