🤩 Today’s SPIN® Behaviour Challenge

Your best sellers are using AI you didn’t approve. And they’re not going to tell you.

Not because they’re reckless. Because it’s working.

Shadow AI isn’t a policy problem. It’s a signal — and most sales leaders are misreading it entirely.

The 4 S’s — and What They Mean for Sales Teams

Emma Weber’s framework cuts to the truth:

Sanction — The Policy Gap

No clear guidance on which tools are approved. So sellers default to whatever works. Can you blame them?

Shame — The Psychological Gap

Some sellers hide AI use because the culture signals: if you needed AI, it doesn’t really count. That shame drives behaviour underground — and kills learning.

Superstar — The Competitive Gap

Your top performers have quietly supercharged their productivity. They have zero incentive to share. You have hidden performance inequality — and no visibility over it.

Superiority — The Capability Gap

The AI on their personal phone is more powerful than what you approved. So they use that instead.

The uncomfortable truth: Shadow AI doesn’t happen because people are doing something wrong. It happens because organisations haven’t created conditions that make it unnecessary.

THE CHALLENGE: 

The SPIN® AI Audit

Ask three sellers one question this week:

“If you could use any AI tool to prepare better questions before a client call — what would you use, and why aren’t you using it now?”

Their answer tells you exactly which S in Emma Webers framework you’re dealing with.

Shadow AI is a symptom. The cause is always human.

Drop “SHADOW” in the comments if this is happening in your organisation right now 👇

Full article by Emma Weber

https://beinghumanintheageofai.com/thinking-and-articles/shadow-ai

Need inspiration — text “30 min” on my mobile +4526700356

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #SituationQuestions