Built to trust: Redefining AI in sales

Sales is changing. Fast.

AI is no longer a futuristic concept, it’s the new foundation of modern sales. From intelligent lead scoring to automated follow-ups, it’s reshaping how teams connect, prioritize, and perform.

But amid all the automation, one thing has never mattered more: trust, the new currency of sales.

Join us at Elevate Online on December 10, 2025, monday.com’s biggest, free virtual event, where we’ll look at sales in the age of AI and much more. You’ll hear monday.com and industry leaders explore how AI is transforming the customer journey, get access to exclusive AI-focused masterclasses, available only at Elevate Online, and why building trust at scale is now the ultimate measure of success.

The shift: How AI reshapes personalization, consistency, and performance

AI is changing the way sales teams (and everyone else!) operate. It brings a new level of precision to every interaction, helping reps personalize messages, forecast revenue, and uncover opportunities that once took days to identify.

At Elevate Online, Casey George, CRO at monday.com, and Bob Horn, CRO of Reco, will dive into how top organizations are navigating this transformation — blending technology with empathy to build teams that perform with both precision and heart.

With AI-driven insights, sales professionals can finally focus less on admin and more on actual selling. Products like monday CRM help teams centralize data, automate repetitive workflows, and surface what matters most so they can act fast and stay consistent across every touchpoint.

“The biggest opportunity for revenue teams to get ahead while everyone else is still behind.” – Casey George, Chief Revenue Officer, monday.com

While AI adoption across sales is still in its early stages, those who embrace it — and the changes it brings — will be far ahead of the competition.

Yet, as personalization becomes increasingly algorithmic, new questions are emerging for both sales teams and buyers. Sales teams are learning how to trust — and hand over control — to AI agents that engage directly with leads and clients. Meanwhile, buyers are asking how their data is being used and why they’re receiving certain recommendations. Transparency is no longer optional; it’s a prerequisite for trust.

The result? Sales leaders must now balance two forces: automation that accelerates growth, and authenticity that sustains it.

The human factor: Why authenticity matters more than ever

For all its sophistication, AI can’t replicate the empathy, intuition, and creativity that define great salespeople. Customers still want to be heard and understood — not just predicted.

AI may draft the first outreach or flag the next best action, but it’s the rep who brings the human story to life, connecting data to emotion, and product to purpose. In a crowded market, that human layer is what makes brands stand out.

This is where trust becomes a strategy, not a sentiment. Teams that communicate openly, follow through consistently, and own their process will always outperform those that rely solely on technology to do the talking.

The leadership advantage: How CROs lead through change

Adopting AI isn’t just about integrating new tools — it’s about reshaping culture. For today’s CROs and sales leadership, the challenge is as much human as it is technical.

Bob Horn describes it this way: “We’re a trust organization, we don’t trust anybody to take care of our deals. That’s why sales is the most apprehensive to embrace this technology. But once you see what AI can do, you realize — this is a game changer.”

Earning that trust starts internally. The best leaders create an atmosphere of safety for experimentation, where teams can test new approaches without fear of failure. They model transparency, using shared dashboards and AI insights to coach performance rather than control it. And most importantly, they connect innovation to purpose — showing their teams how AI helps them focus on what they do best: building real relationships.

Actionable insights: How high-performing teams adapt

Trust doesn’t happen by accident — it’s built into the way modern sales teams operate. Here’s how forward-thinking organizations are using monday CRM and its native AI capabilities to lead:

• Building transparency into every workflow. monday CRM makes every stage of the customer journey visible, so teams can collaborate seamlessly across departments — and customers never feel lost in the process.
• Personalizing at scale with purpose. AI helps reps tailor messages and offers in real time, but human review ensures that every touchpoint feels intentional and on-brand.
• Coaching with data and empathy. Leaders use AI-driven insights to spot trends, celebrate wins, and provide personalized coaching — reinforcing performance through trust, not pressure.
• Measuring trust like a metric. Top teams track response time, follow-up consistency, and satisfaction scores right alongside revenue. Because when customers trust you, performance follows.

The takeaway? AI is powerful but only when paired with authenticity and accountability.

Be part of the conversation at Elevate Online 2025

This isn’t just another virtual event. It’s your inside access to the workflows, strategies, and AI tools top sales teams are using to stay ahead — and how you can, too.

Join Elevate Online by monday.com on December 10 to hear from monday.com leaders and global sales innovators on how to build trust and get access to exclusive AI-focused masterclasses, available only on the day of the event.