Once AI handles the status updates and the deal prep, a sales leader is left with what software cannot touch: coaching the team, reading which deals are real, and the judgment a hard quarter turns on.

Shawn Green, Go-to-Market Leader at Clario, treats AI as the latest in thirty years of technology shifts, only faster. His point is that AI does not shrink the sales leader's job, it concentrates it, taking the internal work no buyer ever sees and leaving the customer-facing work to a person. With host Michael Lazik, he talks about where to draw that line, how AI's visibility sharpens coaching, and why a leader's own adoption sets the team's ceiling. For a sales leader pushed to do more with less, the choice is not whether to adopt AI but whether to bank the freed hours as cuts or redeploy them into the work only a person can do.


You'll learn:
1. How to decide which sales work AI should absorb and which human touches a customer must still feel
2. Why a fully booked calendar and token usage are the two checks that show AI is working
3. How AI turns one-on-ones into coaching built on real activity, not the rep's recap
4. Why the most resistant adopter is often the senior leader, and how to get unstuck
5. What is left to compete on once every rival runs the same AI stack


Shawn is open to comparing notes on where AI belongs in a sales org and where the human still decides the deal. If you want to exchange perspectives, reach out to him on LinkedIn: https://www.linkedin.com/in/sg8584/

Michael Lazik brings more than 18 years of experience building and scaling B2B commercial teams across Europe, working with senior leaders on hiring, team development, and sustainable growth. As president of the Berlin Chapter of the LEADERS IN SALES Community, he creates a space for senior leaders to connect and learn from each other.

Get in touch with Michael on LinkedIn: https://www.linkedin.com/in/michaellazik/?locale=en_US

More episodes and insights: https://www.leadersinsales.io/