Featuring Ken Babcock (CEO, Tango) and Leslie Venetz (Sales GTM Expert and Author)

Every sales leader has said it—or at least thought it: “I’m just putting out fires all day.”

That’s why this session from the Sales Transformation Summit hit like a breath of fresh air. Ken Babcock, CEO of Tango, and Leslie Venetz, sales GTM strategist and author of Profit Generating Pipeline, delivered a game-changing roadmap for using AI to ditch the daily chaos and actually make sales workflows… work.

AI Isn’t Here to Replace You—It’s Here to Rescue You

Ken nailed the emotional reality of sales and rev ops leaders: “They’re buried in admin work and fire drills. But that work? It’s not what they were hired for. It’s blocking them from doing the creative, strategic stuff that actually drives growth.”

And it’s not just RevOps. Sales reps spend 65% of their time on admin. “We want great CRM hygiene,” Leslie quipped, “but we don’t want to enter the data.”

AI agents, when used properly, can fix that.

Human-in-the-Loop AI: The Winning Formula

Ken laid out a simple but profound approach: loop the human into key decision points. Let AI do the heavy lifting—but don’t let it go rogue.

“The most powerful AI products always include a strong evaluative layer,” he said. “They loop you in to validate decisions. That builds trust, and trust drives adoption.”

Leslie added, “This is about assistive tech, not replacing humans. The core of sales is still human-to-human connection.”

Don’t Just Automate—Optimize

Too many orgs are automating bad processes. Leslie was blunt: “People are using AI tools to blast out the same old bad copy, faster. We need to stop.”

Instead, she challenged leaders to slow down and map processes first. Ask:

• What’s broken?
• What’s outdated?
• Where are reps dropping the ball?

For example, she’s especially excited about using AI to nurture long-cycle deals. “Reps drop those because they’re not closing this quarter. But they still matter. AI can fill the gaps without adding friction.”

Your CRM Isn’t Dead—It’s Evolving

Despite the complaints, your CRM still matters.

“The CRM isn’t going anywhere,” Ken explained. “But it’s evolving from a system of record to a system of action. AI can turn it into a real partner, not just a data graveyard.”

Tango, for example, layers onto your CRM to automate SOPs, guide reps through workflows, and keep data clean—     without you having to lift      a finger.

What To Do Tomorrow

Both experts closed with urgent, practical advice:

• Start now. “You’re not behind,” Ken said. “Start small. Start today.”
• Map your process. “Without that, AI won’t help you,” Leslie warned.
• Invest in trust. Don’t just buy a tool—build confidence in it.
• Think downstream. “If you fix your processes, your forecasts get more accurate,” Ken said. “You close more of the right deals.”

This wasn’t just another AI panel. It was a roadmap designed to help you reclaim your time, your confidence, and your control.

👉 Check out Tango: https://www.tango.ai

👉 To watch the full session and take control of your AI journey, enroll in our Masterclass today.

Ken Babcock is CEO of Tango and Leslie Venetz is Sales GTM Expert and Author.