Gartner Sales Predictions Explore How Increased Use of AI Will Continue to Weaken Soft Skills Across Sellers and Demand For Content Accessible to Neurodivergent Buyers Will Increase
The implementation and use of AI in sales will result in more sellers looking to engage in additional work outside their primary employment due to freed capacity from AI automation. Gartner’s survey of 3,496 global employees conducted in September 2024 found 41% of sellers surveyed at least somewhat agree that new technology has freed up their capacity by automating manual and repetitive tasks.
“It is important for chief sales officers (CSOs) to be aware that some of their top talent is no longer engaged, and CSOs must implement new incentive structures before seller engagement drops and talent begins to leave,” said Alyssa Cruz, Senior Principal Analyst in the Gartner Sales Practice. “CSOs may need to revise compensation plans to remove or expand both hard and soft commission caps. This tactic will help prevent sellers from perceiving diminishing returns on their efforts.”
Gartner’s predictions for CSOs shows they must navigate the complexities of human behavioral attributes, as well as technological advances.
By 2029, 25% of Sales Organizations of Fortune 500 Companies Will Have Buyer-Facing Content and Tools Specifically Targeted to Meet the Needs of Neurodivergent Customers
Through 2028, Approximately 30% of New Sellers Entering the Workforce Will Experience a Gap in Critical Social Sales Skills Due to an Over reliance on AI Technologies
Success in this evolving landscape will demand a fundamental cultural shift toward human-centric sales approaches that recognize the irreplaceable value of authentic human connections in building trust and sustaining client relationships.
