AcuityMD, the AI platform for MedTech, 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 understand better how AI is being used in the field. While only 36 per cent 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 per cent reported saving at least four hours each per week.
However, most reps use AI primarily for tactical, administrative tasks, such as drafting emails (78 per cent), organizing tasks (69 per cent), and generating meeting summaries (67 per cent). These productivity gains are helpful but represent just one aspect of AI’s potential. According to the research, only 11 per cent of respondents reported using AI to surface insights they would not have otherwise discovered, and just 19 per cent 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 per cent) 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.
