New Research Finds Medical Device Sales Reps Using AI are 3x More Likely to Meet or Exceed Quota
July 14, 2026
Survey also finds most reps use AI for administrative tasks versus strategic account intelligence
BOSTON – July 14, 2026 – AcuityMD, the AI platform for MedTech, today announced findings from its new AI survey, revealing a strong link between AI adoption and sales performance. The new report, AI Adoption in MedTech Sales: 2026 Industry Benchmarks and Trends finds that medical device sales reps who use AI at work are three times more likely to meet or exceed quota than those who do not use AI. Conversely, reps who did not meet quota were almost twice as likely to have never used AI professionally.
AcuityMD surveyed 150 sales reps working across capital equipment, durable medical equipment (DME), and surgical product sales in an effort to better understand how AI is being used in the field. While only 36% of respondents reported regular or occasional use of AI in day-to-day work, those who have embraced the technology are achieving stronger outcomes. In fact, 92% reported saving at least four hours each per week.
However, most reps use AI primarily for tactical, administrative tasks, such as drafting emails (78%), organizing tasks (69%), and generating meeting summaries (67%). These productivity gains are helpful but represent just one aspect of AI’s potential. According to the research, only 11% of respondents reported using AI to surface insights they would not have otherwise discovered, and just 19% use AI for strategic account research.
“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,” explained Lee Smith, AcuityMD Co-founder and VP of Customer Experience at AcuityMD. “The teams that figure this out won’t just hit quota, they’ll make it harder for everyone else to catch up.”
Surprisingly, two-thirds (69%) of reps only use general AI tools, such as ChatGPT. While these tools can help automate routine tasks, they lack industry-specific context required to support higher-value activities such as provider discovery, account prioritization, and market intelligence. The survey also found that reps who met or exceeded quota were more than twice as likely to have access to company-provided AI solutions than reps who missed quota, suggesting that purpose-built tools may help unlock more strategic and impactful use cases.
"The survey findings reinforce something we've believed for a long time: AI is only as valuable as the data and context behind it," concluded Smith. “Without that foundation, AI can help automate tasks, but it cannot reliably guide commercial decisions."
Learn more by accessing the full AcuityMD MedTech survey report.
About AcuityMD
AcuityMD is the AI platform for MedTech trusted by over 500 MedTech companies – including 16 of the top 20. Commercial teams use AcuityMD to identify target markets, surface top opportunities, and grow their business. By combining real-world healthcare data with AI-powered insights, AcuityMD enables companies from pre-commercial to enterprise to understand where and how to sell faster to accelerate the adoption of medical technology. AcuityMD was named to Forbes’ 2025 “Next Billion-Dollar Startups” list – an elite group of 25 venture-backed U.S. companies identified as most likely to reach a $1 billion valuation.
Media Contact:
Lisa Barbadora, Barbadora INK for AcuityMD
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