When teams implement AI correctly, pipeline velocity improves by 30% to 50%

Author

Amy Osmond Cook
May 13, 2026

When teams implement AI correctly, pipeline velocity improves by 30% to 50%

In Today's Email:

  • Fullcast Pay Release: Automate commissions from plan design to payout.

  • The 2026 Benchmarks Report: The metrics that matter right now.

  • The Top Sales Stories This Week: Ditch AI dashboards; choose agentic decision-making.

  • Sales Tip of the Week: Stop forecasting with gut feelings.

  • Go-To-Market Podcast: Featuring guest Mike Sitter.

  • And more!

Fullcast Pay Release

We are excited to announce the expansion of Fullcast Pay, our intelligent commissions command center designed to close the loop between your GTM plan and your payouts.

By integrating your commissions with your existing Fullcast territory and roster data, you ensure that when your strategy changes, your payments follow suit instantly—no manual updates required.

This year’s benchmark is our most comprehensive yet. It’s built with data from $78 billion in pipeline value, 361,000 opportunities, and 2,500 revenue reps.

Click here to get the comprehensive report today!

P.S. we also included LinkedIn-optimized graphics in the same link above, so you can share key findings with your network.

The Top Sales Stories This Week

Most revenue teams are excited about AI until they realize they just bought more dashboards instead of better decisions. The data from this week shows a massive gap opening between teams adopting agentic workflows and those still manually entering CRM data.

This guide gives you that plan. It lays out a step-by-step framework to deliver measurable AI quick wins in the next 30 days.

Get this agreement wrong, and you end up with confused reps, disputed payouts, and a pipeline that stalls when it should be accelerating. Get it right, and you create predictable revenue with a team that knows exactly what behaviors drive their paychecks. 

Sales Tip of the Week: Stop forecasting with gut feelings

Only 7% of sales organizations achieve a forecast accuracy of 90% or higher. Your reps are likely submitting estimates shaped by optimism and recency bias.


Start using AI to calculate close probabilities based on actual deal signals like stakeholder engagement and time in stage. Sellers who partner with AI sales tools are 3.7 times more likely to meet their quota.


Why it matters: AI does not replace your reps' judgment. It gives your managers the objective data they need to make confident calls. If your forecast relies entirely on what a rep feels will close, you are guessing.

Mike Sitter: What Boards Want From RevOps That Most Teams Never Deliver

In this episode of Go-To-Market with Amy Osmond Cook, Amy sits down with Mike Sitter, Vice President of Revenue Operations at AssetWatch, to discuss what separates tactical sales support from true Revenue Operations leadership.


With two decades in revenue operations and deep SaaS operating experience, Mike believes RevOps exists to make revenue predictable, repeatable, and efficient. And when it works, it's nearly invisible.


That may sound simple, but it isn't. Because behind every high-performing revenue engine is a system of strategic choices around planning, capacity, forecasting, alignment, and operating discipline that most organizations don't get right.


Mike breaks down why elite RevOps leaders start "outside in"—not with dashboards or territories, but with investor priorities, board expectations, and what's actually happening in the field with customers.

The Sales Strategy Map

The industry’s top summits for optimizing territory planning, sharpening forecasting, and hitting targets.

  • SAMA Annual Conference - The premier event for forward-thinking strategic account management professionals. Find the insights, tools, and community to help you deliver tangible results.

    • Date: May 18–20, 2026

    • Location: Phoenix, AZ

  • Gartner CSO & Sales Leader Conference 2026 - Designed for CSOs and sales leaders. Discover innovative frameworks, actionable insights and proven strategies to build resilient, agile and high-performing sales organizations that thrive in the age of AI.

    • Date: May 19–20, 2026

    • Location: Las Vegas, NV

Did you hear? Fullcast published a book! 

The RevOps Advantage reveals how the best revenue teams operate like world-class pit crews—driving alignment, executing seamless handoffs, and making every move data-driven. 

Co-authors Ryan Westwood, Dr. Amy Osmond Cook, and Bala Balabaskaran break down why nearly half of RevOps leaders are investing in AI for sharper insights, and how you can use automation to deliver the accelerated growth your board needs.

Amy Osmond Cook, PhD

Cofounder and CMO at Fullcast
[email protected]
(949) 813-0182