A leadership team recently told me they wanted to invest heavily in AI to improve forecasting. Before we talked about AI, I asked different questions. Q. "Are your sales stages and forecast categories defined and understood by the team?" A: "No" Q: "Are your teams and systems aligned across your revenue lifecycle"? A: "Not sure" Q: "How would you describe your CRM data quality?" A: "It's terrible" At that point, the AI discussion became secondary. Because AI was not the

The transition to an AI-powered GTM motion is an opportunity to build a more aligned, effective, and satisfied team. By providing clear governance and operational structure, you can move your organization from chaos to leverage.

Revenue leaders must recognize that the "boring" work of operational discipline is the foundation that allows AI to deliver on its promise.