Covert Work: Using AI, Sales Associates Will 'Secretly' Juggle Multiple Jobs, Says Gartner Report
Increased use of AI will weaken soft skills across sellers and demand for content accessible to neurodivergent buyers will increase.
One job not enough for a comfortable lifestyle? The workers of future will have the ability to handle multiple jobs covertly, courtesy artificial intelligence. In fact, sellers of the future are all set to use artificial intelligence to free up their time and seek the so-called, "overemployment" status. In fact, by 2028, as many as 10% of sales associates will save enough time with AI to covertly work on multiple jobs, reveals the latest research by Gartner Inc.
According to a September 2024 Gartner poll of almost 3,500 workers, 41% of sellers said they at least somewhat agree that AI technology has increased their capacity by automating repetitive and manual processes. Because AI automation frees up capacity, more sellers will seek to take on extra work outside of their primary job as a result of its implementation and use in sales.
It is a big wake-up call for bosses and that they should start thining about contingency plans quickly. According to Gartner, before seller engagement declines and talent starts to depart, chief sales officers need to be aware that some of their best employees are no longer working for them. To do this, they need to revise compensation plans and put new incentive systems in place.
AI To Cause Gap In Critical Social Sales Skills
There will be a sharp drop in sellers’ analytical and social abilities, such as good communication, which are crucial for establishing relationships with clients, as sales organisations become more interested in and reliant on AI-enabled technologies.
Through 2028, approximately 30% of new sellers entering the workforce will experience a gap in critical social sales skills due to an overreliance on AI technologies, Gartner estimates.
To succeed in a changing environment, a cultural shift towards human-centric sales strategies that acknowledge the importance of genuine human connections in establishing and maintaining client relationships will be necessary. Organisations will require training programmes centred on fundamental interpersonal skills: relationship building, active listening, empathy and critical thinking.
Neurodivergent Customers To Come In Focus
An estimated 20% of B2B buying groups are neurodivergent, or customers whose brain functioning differs from those deemed neurologically typical. Buyer-facing content frequently ignores neurodivergent users’ sensory and information processing requirements, and many members of the purchasing group are turned off by this dearth of easily accessible content.
By 2029, 25% of sales organisations of Fortune 500 companies will have buyer-facing content and tools targeted to meet the needs of neurodivergent customers, Gartner forecasts.
As knowledge of neurodiversity increases, customers will increasingly look for companies that share their values and provide accessible experiences, moving away from vendors that force customers to adapt to their offerings.
