Sales teams didn’t fail to adopt AI. They adopted the wrong kind. Copilots help reps move faster, but they don’t change outcomes. Autonomous sales execution does. It validates evidence, enforces decisions, and stops bad deals before they hit your forecast.

Sales forecasts fail for a boring reason. Teams confuse how confident a rep sounds with what the buyer has actually proven. When forecasts are built on opinions instead of evidence, misses are inevitable. This post shows where confidence sneaks in, why it feels convincing, and how to replace it with proof that holds up at quarter close.

Most sales teams don’t fail at MEDDIC because the framework is broken. They fail because validation never happens. When MEDDIC turns into checkbox theater, confidence replaces evidence, forecasts miss, and deals slip without warning.