Question 1

How do solopreneurs keep up with CRM admin without a team?

Accepted Answer

Many work around the CRM. Half of solopreneurs have no dedicated CRM, and most don’t use AI meeting capture. Admin weighs on them a little less than on small teams: 49% say it displaces selling, compared with 62% of sellers on teams of 2 to 10.

Question 2

What is CRM data entry, and can AI automate it?

Accepted Answer

CRM data entry is the work of logging calls, notes, and next steps into the customer record. AI takes on part of it, and few sellers have automated it fully. Only 10% of sellers have AI updating the CRM automatically. Among sellers who use AI meeting capture, 67% still review and copy its output into the CRM by hand.

Question 3

What’s the biggest barrier stopping small sales teams from using AI more?

Accepted Answer

No single barrier dominates. Trust, accuracy, and privacy concerns lead at 36%, just ahead of practical hurdles such as skills, cost, and setup, and a third say they already use AI as much as they need. Trust leads on small teams, and practical hurdles lead among solopreneurs.

Question 4

What does AI get wrong in sales work?

Accepted Answer

Mostly facts. Just over half (52%) of sellers say AI makes factual, numerical, or context errors that need checking. Others mainly fix tone and wording, and fewer than one in five report few or no real errors.

Question 5

What is human-in-the-loop AI for sales teams?

Accepted Answer

Human-in-the-loop AI drafts the work, and a person reviews and approves it before anything gets sent or saved. Most sellers in this study ask for exactly that. Overall, 72% of sellers want high human review and final sign-off on AI-generated notes, summaries, emails, and research. Another 20% want lighter review for internal work and closer review for customer-facing work. The review step is how human-in-the-loop improves AI accuracy: 52% of sellers say AI makes factual, numerical, or context errors that a person needs to catch.

Question 6

Do salespeople trust AI to update their CRM without review?

Accepted Answer

Most don’t. Overall, 43% of sellers reject automatic CRM updates with no review step, and 41% would accept them only with review, audit trails, or field-level controls. Only 15% are comfortable with unreviewed updates, rising to 22% among solopreneurs.

Question 7

What is an AI-native CRM?

Accepted Answer

An AI-native CRM builds AI capture and record updates into the CRM itself, so the seller reviews the update in one place and skips copying output across from a separate tool. It is the difference between an AI CRM designed around the record and a CRM with AI features bolted on, and this study shows why the distinction matters. Among sellers who use AI meeting capture, 67% still re-enter its output into the CRM by hand, and only 18% have an automated AI-to-CRM workflow.

Question 8

How does this report define its key terms?

Accepted Answer

These are the terms as we use them. AI meeting capture means using AI to record, transcribe, or summarize sales calls, regularly or now and then. A dedicated CRM is a CRM or sales system the seller’s company uses as its main record of customers and deals. A fragmented setup has a CRM, but most work happens in other tools such as spreadsheets, email, or notes apps. A selling-led day is one where selling takes most of the time and admin stays limited. Automation with controls means AI updates the CRM only with review steps, audit trails, or limits on which fields it can change. The last mile is the step between an AI-generated summary and a CRM record the seller trusts.

Question 9

What are the limits of this data?

Accepted Answer

The findings describe 113 sellers, most of them solopreneurs or members of teams of up to 10, with 8% in larger organizations. Of the 91 we matched to screener data, 77 are US-based and 14 UK-based, so the sample leans heavily toward the US and we don’t compare markets. We report subgroup figures only for groups of at least 20 respondents.

Make Your Category the Next G2 Report.

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Make Your Category the Next G2 Report.

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From Conversations to Outcomes: The Rise of Agentic Voice AI

The State of Software Buying in 2026

This is a test report for Version History