AI isn’t failing sales teams because of the technology. The issue is unclear operating models. Many teams over-automate and lose the human edge, or underuse AI and miss efficiency gains. This session introduces the AAH framework (Automate, Augment, Human), a practical system for deciding where AI belongs across the sales pipeline. Learn how to apply it to prospecting, engagement, and deal execution using clear decision rules so AI drives real pipeline impact without disrupting performance.