According to experts, the answer isn’t clear-cut—but one thing is certain: AI is transforming sales.
In a recent panel for The International Journal of Sales Transformation, sales executives and academics discussed the growing impact of AI in the sales profession. From qualifying inbound leads and conducting research to scripting emails and even role-playing training scenarios, AI is already taking over many administrative tasks.
Some predict that outbound prospecting will be next.
As AI handles more routine work, sales teams are freed up to focus on strategy and customer-centric activities. Gartner forecasts that Generative AI will cut sales research and prospecting time by 50% within two years and power 60% of B2B interactions by 2028.
So, what does this mean for sales professionals?
While AI is reducing the need for routine tasks, human-to-human interaction will remain essential. However, the skills required in sales are evolving. Traditional "hustling" won’t cut it anymore—GenAI will handle much of the grunt work. To stay relevant, sales professionals must develop skills in:
- Emotional Intelligence
- Non-verbal Communication
- Negotiation
- Creative Problem Solving
- Project Management
- Deep Industry/Scientific Expertise
- Leveraging AI Tools to Drive Sales
As AI reshapes the role, it’s likely that territories will become larger, with fewer reps and leaders. This means that only the most skilled will remain in the profession.
If you're in sales, it's time to upgrade your expertise in the skills listed above, and focus on complex sales cycles and high-level projects. For those in senior roles, now’s the time to embrace GenAI tools—especially if your company isn’t yet using them. Sales leaders on the panel agreed that future interviews will likely include questions about how you've integrated GenAI into your sales strategy, and it could be a dealbreaker.
So, will AI take your sales job? It’s already taking over some tasks—but the most skilled and adaptable will thrive.
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