Transforming Sales with AI [Testμ 2026]

Meenakshi Singh, a Senior Program Lead at Google, described “proof of concept purgatory” at Testμ Conf 2026 as the common gap between launching generative AI sales pilots and integrating them into daily revenue workflows, citing an unsourced estimate that 85% of enterprises have launched pilots while fewer than 18% have scaled them. She argued that adoption falters when AI is treated as a standalone productivity tool rather than operational infrastructure embedded in existing systems, particularly CRM platforms, and proposed a “start, test, evolve, adopt” approach that begins with narrow, high-friction workflows, uses champion users for feedback, and standardizes tools only after seamless integration. Her examples covered AI-supported meeting preparation, adaptive sales collateral, scalable coaching, automated CRM updates, and agentic support resolution, although many statistics, vendor capabilities, and case studies were presented without detailed sourcing or demonstrations. Singh emphasized that the intended role of sales AI is to reduce research, data-entry, and reporting burdens rather than replace customer-facing staff, arguing that human sellers remain central to trust, empathy, and strategy.

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