Bleier, an AI engineer at Notion, spent a month on the sales team to understand their challenges firsthand. His goal was to leverage AI to improve workflows. Initial conversations revealed a widespread interest in how AI could enhance productivity across the organization. Bleier embedded himself in the sales process, observing that sales reps often struggled with tedious tasks like copy-pasting information between various tools. This inefficiency consumed time that could have been better spent on strategic outreach. Notion is transitioning from a product-led growth model to a sales-led one, focusing on more substantial, outbound opportunities. Pravesh Mistry, Head of Global Sales, emphasized the need to refine their target audience to improve close rates. The sales team found that deeper engagement, rather than just a high volume of outreach, led to better results. Bleier noticed that some sales reps succeeded due to thorough research before calls, highlighting a disparity in preparation that contributed to varying performance levels. Mistry is cautious about adding new tools, preferring to build solutions that integrate seamlessly with existing systems. He equates this approach to constructing a house: it’s not just about adding features but ensuring that everything works together efficiently. Bleier's observations revealed that solving fundamental workflow issues, rather than simply deploying AI tools, is essential for driving real change in sales performance.