So on that sort of topic of hiring for sales, how is AI sort of influencing and changing the hiring process and the culture of companies that we see either on the Inc. 5000 or more broadly?

CEOs are relying more on AI than ever.

It's 93% of CEOs are really bringing this in, not just as a strategy, but again, in practical uses.

And when you think about the hiring aspect, it really gets down to culture.

So as CEOs complete the survey, they're telling us that, great, AI can help with a technical execution.

But that's not going to replace hiring someone for what they're bringing in.

And that is the cultural fit, that's the relationships.

So how will the sort of sales tech stack evolve in the years ahead?

Um, where is this actually working today and where does it maybe still fall short? Do you think?

Yeah, you know, um, and it's a great, that's a great question.

Like there's obviously a lot of hype, you know, with it.

I think where it works well is when you have the right, uh, native context, the right data at the foundation.

That's, that's like something that and it doesn't have to be a month, you know, it takes 12 months to get this, you know, situated, you know, there's small steps you can take in terms of getting that, I would say that data foundation, therefore, the context that a sales team is going to need.

And so you see it working well when there are investments and I would say GTM leaders are saying, you know what? Yeah, there's this richness of data that we need to go and capture.

Instead of thinking that, you know, my reps are going to capture everything that they possibly need to as, you know, a debrief from a customer conversation and they will do, you know, the heavy lifting there.

Fast forward five years from now, what do you, I mean, I mean, this is a prediction, right? What do you think the sales team actually looks like? You know, it also can vary from a size perspective, but maybe what's the ratio, maybe a rep to agent? Is it going to be bigger teams, more agents? What do you think based off what you're seeing?