Day 1 of 20 · AI for Sales

Why AI Is a Game Changer for Sales

⏱ 5 min 📊 Beginner

Here's a number that should make every sales rep uncomfortable: 65% of your time is spent NOT selling. Data entry. Manual research. Writing emails from scratch. Updating your CRM. Formatting proposals. Searching LinkedIn for decision-makers.

That means out of a 50-hour week, you're only actively selling for about 17 hours. The rest? Administrative quicksand that eats your pipeline alive.

Today you'll learn why AI is about to flip that ratio — and what it means for your quota, your commission, and your career.

Pie chart showing sales reps spend 65% of time on non-selling activities and only 35% actively selling

The average sales rep spends nearly two-thirds of their week on tasks that AI can handle in minutes.

The sales time problem

Let's break down where your hours actually go each week:

Research (8-10 hours) — Googling prospects, reading company websites, scanning LinkedIn profiles, looking up funding rounds, trying to figure out who the decision-maker is.

Email writing (5-7 hours) — Drafting cold outreach, follow-ups, meeting confirmations, proposal cover notes. Starting from a blank page every single time.

CRM updates (4-6 hours) — Logging calls, updating deal stages, adding notes, entering contact information. The work nobody wants to do but everybody needs done.

Call prep (3-5 hours) — Building talk tracks, anticipating objections, reviewing past conversations, putting together agendas.

Admin (3-5 hours) — Scheduling, formatting documents, creating slide decks, generating reports for your manager.

Add it up. That's 23-33 hours per week of work that doesn't directly close deals. And you're wondering why you're behind on quota.

Knowledge Check

According to industry data, what percentage of a sales rep's time is spent on non-selling activities?

A

25% — about a quarter of the week

B

80% — almost all of it

C

40% — less than half

D

65% — nearly two-thirds of the week

Studies consistently show that sales reps spend about 65% of their time on non-selling activities like research, email writing, CRM updates, and admin. That leaves only 35% for actual selling — prospecting calls, discovery meetings, demos, and closing.

A tale of two reps

Meet Sarah and Mike. Same territory, same product, same quota. Here's how their Monday mornings look:

Mike (no AI):

- 8:00 AM — Googles three target accounts, reads their websites, scans news articles. Takes 45 minutes.

- 8:45 AM — Opens LinkedIn, searches for decision-makers, reads profiles. 30 minutes.

- 9:15 AM — Starts writing a cold email. Stares at a blank page. Writes, deletes, rewrites. 25 minutes for one email.

- 9:40 AM — Repeats for two more prospects. Another 40 minutes.

- 10:20 AM — Finally picks up the phone and makes his first call of the day.

Sarah (with AI):

- 8:00 AM — Pastes three company names into Perplexity. Gets full briefings with funding, headcount, tech stack, recent news, and key contacts in 6 minutes.

- 8:06 AM — Feeds the research into ChatGPT. Gets three personalized cold emails in 4 minutes. Edits and sends.

- 8:10 AM — Asks Claude to generate a cold call script customized to each prospect's industry and pain points. 3 minutes.

- 8:13 AM — Picks up the phone with a complete briefing and a tailored script. First call of the day — 2 hours and 7 minutes before Mike.

By the end of the quarter, Sarah closes 40% more deals than Mike. Not because she's more talented. Because she sells more hours per day.

Knowledge Check

In the example above, what was the primary advantage Sarah had over Mike?

A

She worked longer hours than Mike

B

She had better leads and a bigger territory

C

She was a more experienced salesperson

D

She used AI to compress non-selling tasks and started selling hours earlier

Sarah and Mike had the same territory, product, and quota. The difference was that Sarah used AI to compress 2+ hours of research and writing into about 13 minutes, giving her dramatically more time for actual selling activities.

The maths of reclaiming 10 hours a week

Let's get specific about what AI gives back to you. Conservative estimates:

Prospect research: 8 hours → 2 hours (AI does the heavy lifting, you verify)

Email writing: 6 hours → 1.5 hours (AI drafts, you edit and personalize)

CRM updates: 5 hours → 2 hours (AI-assisted logging and summaries)

Call prep: 4 hours → 1 hour (AI generates scripts and objection handlers)

Admin: 4 hours → 2 hours (AI handles formatting, reports, and scheduling drafts)

Total saved: ~18 hours per week, conservatively reclaiming 10+ hours for pure selling.

Now do the math on what 10 extra selling hours per week means for you:

- If you make 8 calls per hour, that's 80 additional calls per week

- If your call-to-meeting rate is 5%, that's 4 extra meetings per week

- If your meeting-to-close rate is 25%, that's 1 extra deal per week

- If your average deal size is $30,000, that's $120,000 per month in additional pipeline

Over a year? That's the difference between missing quota and being the top rep on your team.

🤖

ChatGPT

online

I'm a B2B SaaS sales rep. What are the top 3 things AI can do for me right now to help me hit quota?

Here are the three highest-impact things you can start doing this week: **1. Instant prospect research** Instead of spending 20-30 minutes researching each account, use AI to pull together a full briefing — company size, funding, tech stack, recent news, key decision-makers — in under 2 minutes. You'll walk into every call better prepared than 95% of reps. **2. Personalized outreach at scale** Give me a prospect's details and I'll draft a cold email with a personalized hook, a relevant value prop, and a clear CTA. You edit for your voice and send. What used to take 20 minutes per email takes 3. **3. Objection handling prep** Tell me your product, your prospect's industry, and their likely concerns. I'll generate a full objection-handling guide with specific responses you can use on calls. No more getting caught off guard. Which one do you want to try first?

↻ Replay conversation

Knowledge Check

If AI helps you reclaim 10 hours per week for selling, and you make 8 calls per hour with a 5% meeting rate, how many additional meetings could you book weekly?

A

4 meetings

B

2 meetings

C

8 meetings

D

10 meetings

10 hours x 8 calls = 80 additional calls. At a 5% call-to-meeting rate, that's 4 extra meetings per week — meetings that would not have happened without the time AI freed up.

This is not about replacing salespeople

Let's be clear: AI doesn't close deals. You do. AI can't read the room on a discovery call. It can't build genuine trust over a dinner meeting. It can't feel when a prospect is ready to buy and ask for the close at exactly the right moment.

What AI does is handle the grunt work that keeps you from doing what you're actually good at — selling.

Think of AI as the best sales assistant you've ever had. One that works 24/7, never complains, researches faster than any human, writes solid first drafts, and never forgets to update the CRM.

Your job is still your job. AI just makes you dramatically better at it.

What you'll learn in this course

Over the next 20 days, you'll build a complete AI-powered sales system:

Week 1 (Days 1-7) — Prospecting: research, cold emails, cold calls, LinkedIn, and building your outbound machine

Week 2 (Days 8-14) — Engagement: discovery calls, objection handling, proposals, competitive intel, and demo prep

Week 3 (Days 15-20) — Closing: negotiation, follow-ups, account management, forecasting, and building your long-term system

Every lesson includes real prompts you can copy, paste, and use immediately. No theory without practice. No fluff. Just tools and techniques that help you sell more.

Knowledge Check

What is the role of AI in sales?

A

To make cold calls on your behalf

B

To replace salespeople entirely

C

To guarantee every deal closes

D

To handle non-selling tasks so you can spend more time actually selling

AI is a force multiplier for salespeople, not a replacement. It handles the research, writing, and admin work that eats up your selling time — so you can spend more hours doing what actually closes deals: talking to prospects and building relationships.

💰

Day 1 Complete

"Sales reps spend 65% of their time NOT selling. AI flips that ratio — giving you 10+ extra hours per week to prospect, pitch, and close. Tomorrow you'll set up your AI toolkit."

Tomorrow — Day 2

Your AI Toolkit for Sales

Tomorrow you'll set up the free AI tools that will help you prospect faster, close more deals, and crush your quota.

Continue to Day 2 →