Ever feel like sales energy dips around this time of year? February can feel heavier than it should. Fewer sparks, less urgency and more resistance to “new initiatives.”
We blame the calendar or the pipeline but sometimes the dip isn’t about workload… It’s about identity.
This week’s Dear Growth Guru featured a Medtech leader who rolled out an ‘AI Surgical Outcome Predictor’. The tech was strong and the data stacked up. Adoption? Zero.
Not because the reps were burnt out but because they felt replaced.
When sellers push back on AI, they’re often not rejecting the tool but questioning where they fit in a changing landscape.
The fix? Stop selling automation & start selling augmentation. AI provides the evidence but the rep provides the conviction.
Maybe the February slump isn’t fatigue but confidence in transition!
We blame the calendar or the pipeline but sometimes the dip isn’t about workload… It’s about identity.
This week’s Dear Growth Guru featured a Medtech leader who rolled out an ‘AI Surgical Outcome Predictor’. The tech was strong and the data stacked up. Adoption? Zero.
Not because the reps were burnt out but because they felt replaced.
When sellers push back on AI, they’re often not rejecting the tool but questioning where they fit in a changing landscape.
The fix? Stop selling automation & start selling augmentation. AI provides the evidence but the rep provides the conviction.
Maybe the February slump isn’t fatigue but confidence in transition!
Thanks
Steve
Steve
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