By 2028, Gartner, Inc. predicts that 10% of sellers will save enough time through AI automation to pursue "overemployment, " secretly working multiple jobs. AI's increasing role in sales will free sellers from manual, repetitive tasks, enabling them to take on additional work. A Gartner survey of 3, 496 global employees in September 2024 revealed that 41% of sellers somewhat agree that technology has freed capacity by automating routine tasks. Alyssa Cruz, Senior Principal Analyst at Gartner Sales Practice, warns chief sales officers (CSOs) to recognize that disengagement among top talent may rise, urging them to redesign incentive structures—such as revising compensation plans and adjusting commission caps—to prevent diminishing returns and retain sellers. Looking ahead to 2029, Gartner forecasts that 25% of sales organizations within Fortune 500 companies will develop buyer-facing content and tools tailored for neurodivergent customers—an estimated 20% of B2B buying groups whose brain function differs from typical neurological patterns. These customers have distinct sensory and information processing needs often unmet by current materials, which alienates key decision-makers. As neurodiversity awareness grows, customers will prefer suppliers offering accessible and inclusive experiences, moving away from those requiring adaptation to standard offerings. Furthermore, by 2028, about 30% of new sellers entering the workforce will face a critical gap in social sales skills due to overreliance on AI technologies.

Increased dependence on AI risks eroding essential analytical and interpersonal skills such as communication, relationship building, active listening, empathy, and critical thinking. Addressing this gap will demand significant investment in training that emphasizes these fundamental human skills. Gartner emphasizes that success in this shifting landscape requires a cultural pivot toward human-centric sales strategies that value authentic human connection to build trust and sustain client relationships. Gartner clients can explore these insights further in the report *Predicts 2025: How Inclusivity and AI Will Reshape Sales Strategy*. Additionally, the Gartner CSO & Sales Leader Conference will be held May 20-21, 2025, in Las Vegas, offering sales leaders the latest research on AI, sales talent, and transformative leadership. Updates from the conference will be available on the Gartner Newsroom and social media platforms X and LinkedIn under #GartnerSales. About Gartner for Sales Leaders: This division equips sales heads and their teams with in-depth research, insights, and tools to overcome challenges like commoditization and price-based purchasing, enhance manager and seller skills, increase the value of sales interactions, unlock growth potential, and optimize sales enablement. Follow Gartner Sales Practice news on X and LinkedIn with #GartnerSales. Media inquiries can be directed to Elizabeth Bishop (elizabeth. bishop@gartner. com) and Juliette Dixon (juliette. dixon@gartner. com).