Why AI Adoption Starts With Behaviour

AI adoption should not be measured by how often someone opens a tool. The real question is whether their behaviour changes.

In this episode, I speak with Jerry Pharr, Founder and CEO of Sales Excellence Advisors, about how enablement is evolving as AI becomes part of everyday work. Jerry has worked across enterprise sales, enablement, RevOps, and AI orchestration, which gives him a clear view of where teams often get stuck.

He makes the case that managers are the real lever for change. Training can introduce a new behaviour, but regular coaching is what helps it stick. AI can support that process by surfacing patterns and showing where someone may need help.

We also look at how enablement teams can start building their own AI workflows without overwhelming users or losing trust. Jerry’s advice is simple: test quickly, learn from real feedback, and improve before scaling.

Some curious takeaways:

Measure whether AI is changing how people work, not how often they log in or open a tool
Give managers simple behavioural data they can use in regular coaching conversations
Test new AI workflows with curious users who understand the role and will give honest feedback

Episode highlights:

(00:00) Welcome to Harald’s Curious Corner
(01:23) The career path from sales to AI orchestration
(03:00) Why enablement should focus on behaviour
(05:17) Measuring what changes after the training
(09:36) The moment AI became impossible to ignore
(11:16) Why managers make new behaviours stick
(17:12) Measure AI application, not tool adoption
(19:53) Reading performance data from right to left
(22:17) The five-minute coaching habit that drives change
(24:22) How peer coaching creates psychological safety
(32:02) Why enablement teams should start building AI agents
(36:28) Testing AI quickly without losing user trust

Connect with the guest:

Jerry Pharr on LinkedIn: https://www.linkedin.com/in/jerrypharr/

Explore Sales Excellence Advisors: https://salesexcellence.xyz/

Follow me on the following sites:

Harald Overaa on LinkedIn: https://www.linkedin.com/in/haraldovera/

Subscribe to Harald’s Newsletter: https://www.linkedin.com/newsletters/6901795950403186688/

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