Gartner, a prominent research and advisory firm, has forecasted that by 2028, around 10% of sellers globally will use the time saved through artificial intelligence (AI) to engage in 'overemployment. ' Overemployment here refers to individuals secretly holding multiple jobs simultaneously. This projection stems from data gathered in a September 2024 survey involving 3, 496 employees worldwide. The adoption of AI technologies in sales has allowed sales professionals to automate many routine and repetitive tasks. As a result, a considerable number of sellers are gaining additional capacity, enabling them to redirect time once spent on manual duties toward other pursuits. According to the survey, 41% of sellers at least somewhat agreed that new technology adoption has freed up their time by automating redundant processes. While this trend reflects technological advancement and increased efficiency, it also presents a complex challenge for sales leadership. Chief Sales Officers (CSOs) now face the reality that their teams might pursue extra employment opportunities beyond their primary roles, capitalizing on time efficiencies enabled by AI. This development raises concerns about employee engagement, productivity oversight, and potential conflicts of interest.

The rise of overemployment calls for organizations to reevaluate and possibly redesign incentive structures and management approaches to maintain strong commitment within their salesforces. CSOs may need to devise innovative strategies to keep teams motivated and prevent talent loss, especially as employees juggle multiple professional responsibilities. Gartner’s insights highlight the intricate relationship between AI advancements and human behavior in the sales field. Sales leaders are reminded that while AI can greatly enhance operational efficiency, it also changes workplace dynamics and shapes employee expectations. Effectively managing these complexities will be vital to sustaining a competitive edge and fostering a productive sales environment in the years ahead. The anticipated increase in overemployment among sales professionals marks a shift in work patterns, underscoring the need for adaptive leadership and flexible organizational policies. As AI continues to evolve and integrate into various aspects of work, comprehending its broader effects on workforce behavior will be key to building resilient and high-performing sales teams.