AcuityMD: Device sales reps who use AI are more likely to meet quotas

BOSTON – Medical device sales representatives who use artificial intelligence (AI) at work are three times more likely to meet or exceed quotas than those who do not, according to a new survey from AcuityMD, an AI platform for medtech companies. The report, “AI Adoption in MedTech Sales: 2026 Industry Benchmarks and Trends,” surveyed 150 sales representatives working across capital equipment, durable medical equipment and surgical product sales. Only 36% of respondents reported using AI regularly or occasionally in their day-to-day work, but those who did reported stronger results. Among AI users, 92% said the technology saved them at least four hours per week. “The real opportunity in AI is not just efficiency, it is also about making better decisions – for example, which accounts to prioritize, which opportunities to pursue, how to prepare for a conversation that will move a relationship forward,” said Lee Smith, co-founder and vice president of customer experience at AcuityMD. Most representatives, however, are using AI primarily for administrative tasks, including drafting emails, organizing tasks and generating meeting summaries. Only 11% said they use AI to uncover insights they would not otherwise have discovered, while 19% use it for strategic account research. The survey also found that 69% of respondents use only general-purpose AI tools, such as ChatGPT. Representatives who met or exceeded quotas were more than twice as likely to have access to company-provided AI tools than those who missed quota. AcuityMD says industry-specific tools may provide the data and context needed to support account prioritization, provider discovery and other higher-value sales activities.