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Sales Teams Must Embrace AI or Fall Behind: Insights from Allego & LXA Report

In a world where technology and buyer behavior are evolving at breakneck speed, a new report from Allego™ and LXA highlights a pivotal moment for sales organizations. The 2025 State of Sales Enablement Report reveals that companies must prioritize AI adoption to enhance their competitive edge and meet changing consumer expectations.

Conducted with input from over 100 senior leaders, this comprehensive study uncovers that an overwhelming 70% of organizations believe AI literacy among their sales professionals is crucial for staying relevant. This statistic reflects a broader consensus on the need to integrate technology into sales operations.

Evolving Buyer Behavior

Today's buyers are increasingly favoring self-service digital experiences. The report shows that 78% of respondents prefer to explore products and services on their own, which is a notable shift from traditional sales approaches. Deals now involve an average of 12.4 touchpoints, a significant increase from 9.2 touchpoints just two years ago, indicating that buyers are engaging with brands through multiple channels and touchpoints before making a decision.

Rising Sales Enablement Maturity

The maturity of sales enablement practices in organizations has been steadily rising, reaching a score of 3.68, nearly reaching the optimal benchmark of 4.0. This increase signifies that companies are beginning to adapt their sales strategies to better accommodate the new landscape, characterized by data-driven insights and personalized interactions powered by AI.

AI: A Game Changer for Sales Teams

According to the study, 69% of organizations see AI as a crucial component in boosting sales team efficiency and performance. Moreover, 41% of organizations anticipate that AI agents may replace between 5-25% of human sales roles within the next two years. This stark reality underscores the urgency for sales professionals to adapt and develop AI skills.

As Deniz Olcay, VP of Marketing at Allego, noted, "The sales landscape is changing faster than ever before. Organizations that embrace AI-powered enablement strategies will lead the way." This sentiment is echoed by Carlos Doughty, CEO and Sales Enablement Instructor at LXA, who emphasized that AI is rapidly becoming a cornerstone of sales strategy.

Barriers to Progress

Despite advancements in the adoption of AI, the report highlights persistent challenges within organizations. For instance:

• - 27% of respondents cite data integration issues leading to inefficiency.
• - 25% report budget constraints that limit investments in advanced sales technology.
• - 18% mention the presence of siloed departments that obstruct overall effectiveness.
• - 17% of organizations lack the necessary sales technology to support their goals.

These challenges reflect the ongoing hurdles that companies must navigate to enhance their sales enablement strategies effectively.

Real-World Impact

Organizations like Agilent Technologies are already seeing the tangible benefits of AI-driven sales enablement. Don Gage, Director of Commercial Training and Enablement at Agilent, affirmed, "This report validates what we've experienced firsthand—AI-driven sales enablement is not just an advantage but a necessity in today's competitive market."

The report’s findings come at a significant time, coinciding with Allego being recognized as a Best Sales Software Product in G2's 2025 Best Software Awards based on user reviews. Allego’s solutions empower sales teams with the tools necessary to thrive amid the rapid transformation of the sales environment.

Conclusion

The 2025 State of Sales Enablement Report illustrates a critical narrative: organizations that embrace AI now, invest in sales enablement technology, and prioritize the development of their sales teams will be better positioned for success in the future. With the continued evolution of buyer preferences and technological advancements, adaptability and proactive change will be key for survival in the competitive sales landscape.

For more insights, the full report is available at Allego.com.