The GTM AI maturity curve survey

Twelve questions. No email needed.

Before we get started, where do you think your team is on the curve?

Pick the stage that sounds most like your team today. Your result shows at the end, next to your pick.

1Stage 1: Just dabblingEvery rep has a favorite prompt. Nobody shares it.2Stage 2: Tool shoppingYou pay for two AI tools. Pipeline hasn't noticed.3Stage 3: Getting on the same pageCall prep has written AI steps. Even the new hire runs them.4Stage 4: Wiring it all togetherAgents work the whole funnel. Reps just sell.5Stage 5: Fully AI pilledFinally seeing 10x returns.

When a new lead comes in, what happens first?

Think about an inbound lead, such as a demo request. A rule that only assigns the lead or sends a fixed template is plain CRM automation, so pick the answer for what happens after it.

1A rep researches it by hand2A rep uses an AI tool to research it3AI researches and scores it, and a rep decides what to do next4AI researches it, routes it, and sends the first email. A rep steps in when the lead replies5Don't know

How does your team judge whether an AI tool or project worked?

Pick the measure your team leans on most when it decides to keep, expand, or cut an AI tool.

1We don't measure it2Vendor reports3User feedback4Usage or activity levels5Time saved6A business result, such as pipeline, win rate, or forecast accuracy7Don't know

How many AI tools does the company pay for your reps to use?

Count tools the company pays for, such as ChatGPT Enterprise, Microsoft Copilot, or paid AI features in your CRM or call recorder. Pick None if reps use only free or personal accounts, or no AI at all.

1None2One3Two or more4Don't know

After a call, who writes the notes and next steps into the CRM?

Think about the notes, next steps, and field updates after a sales call. Pick an AI answer if a tool writes them into the CRM and the rep only checks them. Pick by hand if reps type them, even when they copy from an AI summary.

1Reps, by hand2AI, for some reps3AI, for most reps4Don't know

Of the AI projects your team has started, what share now runs every day as part of normal work?

A project can be a research workflow, an AI call summary, or an agent. It counts if reps use it every working day, or it runs on its own every working day. If your team has started no AI projects, pick None.

1None2Under 25%325 to 50%451 to 75%5Over 75%6Don't know

How does your team use AI in its core sales work, such as prospecting, call prep, and follow-up?

A written AI step is a shared prompt or checklist that every rep runs, such as a prompt that builds a one-page account brief before every first call. One rep's personal habit counts as their own way.

1Each rep uses AI their own way, if at all2Some reps share prompts with each other3The team has written AI steps that every rep follows4AI does the work inside the tools your reps already use, and reps check it5Don't know

Does your plan for next year's GTM hiring assume AI will take on some of the work?

Look at next year's plan for sales, marketing, and customer success hires. Pick Yes if the plan hires fewer reps, or different roles, because AI will do part of the work. Pick Yes too if the plan raises quota per rep because of AI.

1Yes2No3Plan not set yet4Don't know

In the last 12 months, how has AI changed your team's numbers, such as pipeline, win rate, or sales cycle length?

Use the numbers your team reports on every month. If they moved in different directions, pick the answer that fits most of them. Pick We don't track this if you have no number from before AI to compare against.

1Got worse2No change3Slightly better4Significantly better5We don't track this6Don't know

Which of these does AI handle without a rep starting it? Pick all that apply.

Pick a task if AI starts it on its own, for example when a meeting is booked or a deal changes stage, and a rep only checks the result.

1Researching accounts2Writing first emails3Prepping for calls4Updating the CRM5Flagging deal risk6Building the forecast7Spotting renewal risk or upsell openings8None of these9Don't know

When a new rep joins, do they learn the team's AI steps as part of onboarding?

Pick Yes if new reps learn the team's shared AI prompts or steps in their first weeks, in training or an onboarding doc.

1Yes2No3Don't know

Who mainly leads AI work for your team?

Think about who chooses the AI tools for sales and marketing, builds the workflows, and gets reps to use them.

1A dedicated person whose only job is AI2A dedicated team whose only job is AI3A committee that does it part-time, on top of other jobs4One person, part-time, on top of another job5Individual leaders or reps on their own, with no central owner6Mainly outside partners7Don't know

Compared with before AI, how much pipeline does each rep create?

Compare pipeline created per rep over the last 12 months with the year before your team started using AI. Use your CRM reports if you have them.

1Less than before2About the same3Up to 25% more426 to 99% more52x or more6We don't track this7Don't know

Press 1 to 5 to choose

1 Just dabbling

2 Tool shopping

3 Getting on the same page

4 Wiring it all together

5 Fully AI pilled

How Greenfield gets you there

Email me my result

Leave this empty

We send your result from Brian Murphy at Greenfield. Privacy

Greenfield is a team of GTM operators who have owned quota. We build AI workflows inside the tools your team already uses.

Talk to us

Five stages on the curve

1
Just dabbling
Deliverable
An approved tools list and a usage policy.
Outcome
Reps save an hour or two a week. Nobody tracks the hours.
2
Tool shopping
Deliverable
One or two licensed tools, each with a clear owner.
Outcome
Research and follow-up get faster. Pipeline does not move yet.
3
Getting on the same page
Deliverable
Documented AI steps in specific motions, such as account research and call prep.
Outcome
Measurable lifts, such as more meetings per rep.
4
Wiring it all together
Deliverable
Clean CRM data that feeds agents across the funnel.
Outcome
More predictable pipeline and a lower cost per opportunity.
5
Fully AI pilled
Deliverable
A GTM motion and a team designed around AI.
Outcome
Revenue per head goes up a lot without adding headcount.

Start with the number you need to move.

Talk to us