2026年营收AI(Revenue AI)状况报告

TABLE OF CONTENTS Introduction03 117. The case for domain expertise Executive summary04 128. AI gets a seat at the table 1. Growth decelerates in 202505 139. Winning more with Revenue AI 2. Sales productivity plateaus06 1410.Shaping jobs, not taking jobs 3. The new playbook for growth07 15Engineering change in 2026 and beyond 16Win more with Gong’s revenue AI OS 4. AI moves from experimental to essential08 5. Depth of AI adoption matters09 17Appendix 6. From automation to intelligence10 Introduction We’re living through one of the most profoundtransformations in business history. The rise ofartificial intelligence has ushered in what we callthe AI Economy, an era where intelligence, notinformation, powers productivity, innovation, andgrowth. They will engineer change into their operatingsystems, embedding automation and intelligenceinto every layer of the revenue engine. Through our research, we’ve uncovered whatseparates AI deployments that truly drivecommercial impact from the 95% that are fallingshort. This year’s State of Revenue AI reportexamines how the world’s most forward-thinkingrevenue teams are embracing this shift to driveproductivity, create value, and gain a competitiveadvantage. For revenue organizations, this shift representsboth a challenge and an opportunity. Theplaybooks built for manual inputs and incrementalchange no longer apply. The pace of businessnow moves at the speed of intelligence, rewardingthose who can adapt, automate, and lead withclarity. We hope these insights provide leaders with thebenchmarks, actionable strategies, and bestpractices to thrive in 2026 and beyond. In this new environment, productivity has becomea primary growth lever and a defining measure ofsuccess. The leaders who thrive will be those whoredesign their organizations around AI, not as atool, but as a strategic capability. Shane EvansCRO, Gong Executive summary We collected the data featured in this report using an anonymous online survey of 3,048 global revenue leaders, the demographicsof whom are listed in the appendix. In addition to the survey data, the Gong Labs research team analyzed 7.1 million salesopportunities from 3,613 companies to measure the impact of AI and performance across revenue teams. Insights uncovered in the research include: The traditional growth engine is losing steam: Domain expertise drives commercial impact: After last year’s revenue rebound, average annual growthhas slowed to 16% in 2025, and sales velocity metrics haveplateaued. This highlights the need for new strategies,smarter automation, and AI-driven productivity to reignitemomentum. Teams leveraging AI solutions with revenue domain expertisegrew more in 2025 and reported more commercial impactfrom their investments and deployment. AI gets a seat at the table: Leaders using solutions with revenue-specific domainexpertise report higher levels of trust in the insights deliveredby AI. These teams utilize AI as an input in their decision-making processes and are seeing tangible results. Productivity becomes the primary lever for growth: Increasing the productivity and output of existing teams wasthe highest-ranked priority by revenue leaders when askedhow they plan to grow in 2026. Measuring AI’s Impact: AI becomes a standard for revenue: Organizations with high AI utilization within their deals driveproductivity, reporting significantly higher win rates andrevenue per sales rep. With top-down mandates and pressure to increaseproductivity with technology, 96% of revenue leaders expecttheir teams to be using AI by next year. Growth deceleratesin 2025 Following a strong rebound in 2024, average annual revenuegrowth decelerated to 16% in 2025, marking a 3-point declineyear-over-year for US organizations. While increased investments in big AI players drove economicoptimism across headlines this year, rising costs, weakeningdemand, and trade uncertainty have had a substantial impacton revenue performance. This trend signals a turning point: Traditional revenue playbooksand tactics are no longer sufficient in a market shaped bydata complexity, evolving buyer expectations, and heighteneddemands for efficiency. Sales productivityplateaus In 2024, leaders reported that an average of 52% of theirreps attained or exceeded their quota. This year that numberdropped to 46%. A Gong Labs analysis of more than 7.1 million opportunitiesfrom 3,613 organizations highlights why this performance hasleveled off. This data suggests that the dip in revenue growth and repparticipation is due to sellers getting fewer attempts. While average win rates and deal duration remained consistent,reps worked fewer opportunities in 2025. The new playbookfor growth To reignite growth in 2025, leaders shifted their focus fromcustomer and market expansion to maximizing team output.Productivity and efficiency now top the list of growth leversfor 2026. While productivity has remained an evergreen priority forrevenue