Sellers spend a large share of their week not selling. Salesforce's State of Sales 2026 reports that the average seller spends 40% of their time selling. The rest goes to research, internal meetings, data entry and documents — the areas where generative AI helps most.
Call and meeting summaries
AI listens to (or reads the transcript of) a call and produces a summary, action items and suggested CRM updates. This is useful in three ways: the seller doesn't type notes, the CRM gets fresher data, and managers can review more deals.
Check before you switch it on:
- Consent and notice for recording, which differ by country and, in the US, by state. Agree the rules with legal.
- Where transcripts are stored and who can read them.
- Whether summaries go straight into the CRM or are reviewed first.
Proposals, quotes and SOWs
Generative AI can draft proposals and statements of work from your templates, past wins and the opportunity record. The risk is commercial: a wrong price, scope or legal term. Keep humans responsible for numbers and terms, and limit drafting to approved content.
Executive briefs and account plans
AI can assemble a brief from the CRM, news and past calls in minutes. Salesforce reported that, using its own tools internally, it cut executive-brief preparation time by 98% and quote creation time by 75% — vendor-reported results, but they show where the time goes.
Making the time count
Freed time goes somewhere. Decide in advance where you want it: more customer meetings, deeper discovery, more coverage of accounts. Track it.