The biggest challenge in AI adoption isn’t the technology. It’s managing change–bringing people along on the journey.

In my work with go-to-market teams, I’ve noticed a pattern in how people respond to AI. People tend to fall into three groups when it comes to embracing AI responsibly:

• ▶︎ Trailblazers (First Third) – These are your enthusiasts who instantly see AI’s potential. They’re eager to dive in and experiment. Love their energy, but the key is channeling it to help others, not just racing ahead. They’re brilliant at spotting new ways to work smarter with AI.

• ▶︎ Fast Followers (Second Third) – They’re practical folks who want to see it work before jumping in. Show them how AI can be a helpful teammate in getting projects started faster, making ideas better, and handling the repetitive work. Once they see real results, they become your best advocates for wider adoption.

• ▶︎ Later Adopters (Last Third) – They ask the tough questions about jobs and ethics – and honestly, we need that perspective. For them, AI needs to earn its place as a partner, not a replacement. Some will come along gradually or carve their own path. For others, success might mean thoughtful conversations about evolving roles that better align with their strengths, whether within our org or beyond.

It’s important that we meet people where they are while keeping the momentum going. Inspire them with real AI examples that matter to their daily work, and give them space to learn without overwhelming them.

Part of compassionate leadership is helping each person find their best path forward with dignity and support.

Remember that adopting AI is about changing mindsets and behaviors, not just using new tools. We’re all figuring this out together, balancing it with everything else in our lives. A little empathy goes a long way.

What patterns have you seen in your company’s and team’s AI journey? Has your experience with these thirds been different? How are you driving change?

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