Spotlight State of Sales 16 As AI Gains Momentum, People Remain the Backbone of Sales AI Is Not Replacing Salespeople Sales remains a growing profession, with the majority of teams increasing the number of reps on staff. AI’s rapid ascent has elicited job security fears Hiring trends show that teams already using AI are more likely to have added reps over the past three years. across many roles — and sales is no exception. Yet today’s customers say they want Percentage of Sales Teams Whose Rep Staff Levels Have consultative, trusted advisors focused on Changed as Follows Over the Past Three Years achieving their unique needs — an innately human pursuit. AI’s role for salespeople is not 76% 22% 3% to replace them, but to help them understand Currently using AI their customers’ needs better — while easing 67% 28% 5% the burden of manual Planning to use AI within two years tasks — thereby empowering them as advisors. Not planning to use AI 48% 45% 7% This dynamic is reflected in hiring trends among sales teams using AI. The majority of sales teams are adding staff, including over Increased Maintained Decreased three-quarters of teams already using AI. Base: Sales executives and managers 76% of teams using AI have increased sales rep staff since 2015. SALES LEADER INSIGHT “AI is digital, humans are analog. The difference is important. When we have sufficiently large data sets, we can rightly hold algorithms to higher standards of accuracy and consistency, but we can’t infuse the algorithm with judgment, integrity, creativity or compassion.” — Donal Daly, Executive Chairman, Altify, Inc. Salesforce Research