According to Gartner, by 2028, one in ten sales professionals will leverage AI-driven efficiency to work multiple jobs secretly. As artificial intelligence continues to automate routine tasks, sellers will find themselves with surplus time—some of which may lead to “overemployment,” where individuals covertly take on additional roles.
The survey found that 41% of sales professionals acknowledged that new technologies had freed them from repetitive tasks, giving them more capacity for other activities. For Chief Sales Officers (CSOs), this shift presents opportunities and challenges, as they must balance AI adoption with maintaining workforce engagement and ethical considerations.
“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.”
By 2029, at least 25% of Fortune 500 sales organizations will introduce buyer-facing content and tools tailored to neurodivergent customers. With neurodivergent individuals comprising an estimated 20% of B2B buying groups, traditional sales content often fails to meet their distinct cognitive and sensory needs.
The need for neurodivergent-friendly content  Â
As awareness of neurodiversity grows, businesses that provide inclusive, accessible experiences will gain a competitive edge, while those that fail to adapt risk alienating a crucial segment of decision-makers. This evolution signals a broader industry shift toward customer-centric sales strategies that prioritise accessibility and engagement for all buyers.
Meanwhile, reliance on AI will weaken fundamental sales skills. By 2028, nearly 30% of new sales professionals will enter the workforce with many gaps in critical social skills, including relationship building, active listening, and emotional intelligence. As AI-driven automation takes over analytical and administrative tasks, sales teams risk losing the human touch that fosters trust and long-term client relationships.
As sales organizations navigate this new era, success will depend on striking the right balance between AI efficiency and the human qualities that drive meaningful customer engagement.