Finding the Right Fit: What a Vacuum Taught Me About AI in Sales Compensation

Not too long ago, I was on the hunt for a vacuum. But not just any vacuum—I needed one that could tackle hardwood, tile, laminate, and those stubborn throw rugs. It wasn’t the most exciting mission, but it got me thinking. I wasn’t just looking for a cleaning tool; I needed something flexible, reliable, and built to handle all the different surfaces in my house without missing a beat. And in a strange way, that search reminded me of what many organizations are going through right now with AI in sales compensation.

Just like that vacuum, the right AI tools need to work across a variety of surfaces—or in our case, across roles, systems, and workflows. They have to be efficient, insightful, and adaptable. So we recently set out to understand how organizations are putting AI to work in their sales compensation processes, and what we found was both eye-opening and encouraging.

Where Things Stand Today

Despite all the buzz around AI, a full 71% of organizations say they’re not using it in sales compensation-yet. But for the ones who are, there’s some clear early traction. About 25% are already using AI to improve plan design and build better compensation reports. It’s a strong signal that AI is being recognized for what it does best: making sense of the numbers and simplifying the complex.

The Outlook for 2025 and Beyond

Here’s the good news: things are shifting quickly. As we head into the second half of 2025, organizations are expecting to use AI more in key areas. Pay and performance analysis is expected to rise to 44%, forecasting to 36%, and scenario planning to 32%. While we’re not quite at full adoption, it’s clear that companies are laying the foundation now to integrate AI more deeply into their compensation strategy.

Why the Change?

It comes down to time and efficiency. Nearly half of survey respondents (44%) said that AI helps free up their time or their team’s time for more strategic work. A third said it reduces administrative workload and speeds up plan administration. That’s huge for lean teams who are being asked to do more with less. And beyond time savings, AI is also helping spark better ideas, faster analysis, and ultimately, more confident decision-making.

So, What Tools Are People Using?

There’s no shortage of AI tools out there—and more are popping up every day. But right now, ChatGPT is leading the pack, used by 61% of teams that are using AI in this space. Microsoft Copilot is also gaining traction at 48%. From there, the field broadens—teams are trying custom solutions, Gemini, Grok, and SPM platforms with embedded AI features. It’s a mix of experimentation and exploration as everyone figures out what works best for their team and tech stack.

What’s Getting in the Way?

Of course, bringing AI into the mix isn’t always smooth sailing. The biggest blockers? Security, compliance, and legal concerns—called out by nearly half of the teams we surveyed. On top of that, many teams just aren’t trained on how to use the tools yet, or they’re still figuring out what their AI strategy should look like. Some leaders are hesitant, and others want to better understand the ROI before diving in. At the end of the day, it’s not just about picking the right tool—it’s about making sure your people, processes, and priorities are ready for it.

The Bottom Line

Back to that vacuum. When I finally found the right one, it didn’t solve all my problems—but it made cleaning the house a whole lot easier. AI in sales compensation is the same. It’s not a silver bullet, but it can dramatically improve your processes and free up your team to focus on what really matters.

Whether you’re just starting to explore AI or you’re already testing it out, stay curious and intentional. The organizations that are investing now—training their teams, setting strategy, and experimenting with tools—are going to be the ones who lead the pack when AI really takes off. Now’s the time to get ready.

SalesGlobe is a leading sales effectiveness and data-driven creative problem-solving firm. We specialize in helping Global 1000 companies solve their toughest growth challenges and helping them think in new ways to develop more effective solutions in the areas of sales strategy, sales organization, sales process, sales compensation, and quotas. We wrote the books on sales innovation with The Innovative Sale, What Your CEO Needs to Know About Sales Compensation, and Quotas! Design Thinking to Solve Your Biggest Sales Challenge.