As AI begins co-selling with account executives, sales leaders will face complex decisions about balancing technology investments against head count and workflow, according to Forrester. These choices will become increasingly difficult as AI capabilities advance.
The most successful teams will redefine roles around AI strengths, letting AI handle routine questions and tasks while sales reps focus on education, complex negotiations and problem-solving. This shift requires clear guidelines about when AI agents should engage buyers and when to involve human experts.
Get ready now: Success with AI agents starts with helping sales teams feel confident using the technology. Provide training that shows teams how AI makes their jobs easier – not harder. When sales professionals see AI as a helpful tool rather than a threat, they’re more likely to work alongside it effectively.
