Research by AcuityMD & MedTech Dive
The results are hard to ignore: reps who use AI are three times more likely to hit quota.
150 reps surveyed
15-minute read
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Key findings
Three numbers that should change how you think about AI in MedTech
The survey data is in. Here is what 150 medical device reps told us about how they work, where they lose time, and what separates the ones who hit quota.
3x
More likely to hit quota if you use AI
Reps who use AI at work are three times more likely to meet their sales quota than those who don't.
84%
Spend 3+ hours a week on activities that don't drive revenue
Travel, schedule disruptions, and administrative work are eating the time reps need for the conversations that actually close deals.
11%
Use AI to find insights they couldn't have found on their own
The majority of reps using AI are drafting emails and generating meeting notes. Very few are using it for what it does best: uncovering new opportunities.
What's inside
Everything you need to make the case for smarter AI adoption
This report goes beyond the headline stats. It breaks down how top performers use AI, what's blocking the rest, and why generic tools fall short for MedTech.
Where reps' time actually goes
A breakdown of the low-value tasks eating into selling time and how AI users reclaim four to six hours a week on average.
What quota-hitting reps do differently
The behaviors, tools, and habits that separate the reps who hit quota from those who don't.
Why general-purpose AI falls short
Why tools like ChatGPT can't deliver the MedTech-specific insights reps need to prioritize accounts, identify opportunities, and prepare for customer conversations.
The strategic AI gap
Only 11% of reps use AI to surface insights they couldn't find otherwise. This section explains what that looks like — and how to close the gap.
Who this report is for
Built for the people making commercial decisions
Whether you manage a sales team or set strategy at the company level, this report gives you data to act on — not just evidence to agree with.
Sales leaders & execs
Understand what top-performing reps do differently, where your team's time is going, and how to make the internal case for AI investment — with data from 150 of your peers.
Commercial operations
Get the benchmarks and adoption data you need to evaluate your current tool stack against what the best teams are using.
Sales reps
See how the highest-performing reps use AI to find better opportunities, prepare for more meaningful conversations, and reclaim hours every week.