By 2028, it is projected that 10% of sales professionals will use the time saved through artificial intelligence (AI) to engage in "overemployment, " working multiple jobs simultaneously, often covertly. This prediction comes from Gartner, Inc. , which highlights that the integration of AI in sales automates manual and repetitive tasks, freeing up sellers’ capacity that they may choose to allocate to additional employment. In a comprehensive September 2024 survey involving 3, 496 employees worldwide, Gartner found that 41% of salespeople somewhat agree that technologies—especially AI—help them save time by automating routine duties. This time-saving not only boosts efficiency but also introduces challenges for organizations and sales leaders in managing and retaining top talent. Alyssa Cruz, Senior Principal Analyst in Gartner’s Sales Practice, stressed the importance of these insights for chief sales officers (CSOs). She cautioned that as more sellers gain free time through AI, they might become less engaged with their primary employer and take on extra work beyond their main job. This poses a risk to engagement and could accelerate turnover if not proactively addressed. Cruz recommended that CSOs anticipate these changes and reconsider incentive structures to uphold motivation and loyalty among sales teams.

Traditional compensation plans—with commission caps, whether explicit or implicit through diminishing returns—may no longer suffice. Revising these plans to remove or expand both hard and soft commission caps could better sustain sellers’ enthusiasm and fairly reward their additional efforts. Gartner’s findings indicate that as AI becomes more entrenched in sales, CSOs will face increasingly complex roles. Leaders must balance the benefits of automation with strategic human resource management, recognizing that behavioral factors and personal motivations remain critical despite technological shifts. Companies are thus encouraged to adopt a holistic approach to AI adoption in sales, considering not only operational efficiencies gained from AI-driven automation but also the cultural and motivational dynamics influencing employees’ work habits and career decisions. The emergence of AI-enabled overemployment reflects a wider trend where professionals leverage technology to maximize productivity and income streams, sometimes juggling multiple roles simultaneously. For organizations, this trend demands greater transparency, flexibility, and innovation in workforce management methods. Additionally, the evolving environment raises legal and ethical questions about how extensively employees can or should hold multiple jobs, especially when confidentiality and responsibilities are involved. Ultimately, Gartner’s forecast prompts a vital discussion about how AI and automation, while offering substantial benefits, require a reevaluation of traditional management philosophies and compensation strategies in sales and beyond. Companies that adapt effectively to these shifts are likely to gain a competitive edge in attracting and retaining skilled sales talent in an AI-augmented future.