By 2028, Gartner, Inc. predicts that 10% of sales professionals will save enough time thanks to AI automation to pursue "overemployment, " meaning they will covertly work multiple jobs. AI’s implementation in sales is freeing sellers from manual and repetitive tasks, with a Gartner survey of 3, 496 global employees in September 2024 revealing that 41% of sellers somewhat agree that technology has increased their capacity. Alyssa Cruz, Senior Principal Analyst at Gartner, warns that chief sales officers (CSOs) must recognize that some top talent may become disengaged as freed capacity leads to overemployment. To counteract this, CSOs should revise incentive structures, including compensation plans, to eliminate or extend commission caps, preventing sellers from feeling diminishing returns and maintaining engagement. Gartner forecasts that by 2029, 25% of Fortune 500 sales organizations will develop buyer-facing content and tools tailored for neurodivergent customers, who represent an estimated 20% of B2B buying groups. These customers have unique sensory and information processing needs that are often unmet, causing alienation. As neurodiversity awareness grows, buyers will prefer companies offering accessible, value-aligned experiences over those requiring customers to adapt to standard offerings. Additionally, Gartner anticipates that by 2028, around 30% of new sellers entering the workforce will face gaps in critical social sales skills due to overreliance on AI technologies. This dependence threatens the decline of essential interpersonal abilities such as effective communication, relationship-building, and empathy.

Organizations must invest heavily in training programs focused on these core skills. Success will hinge on embracing a human-centric sales culture that values authentic connections to build trust and sustain client relationships. For more insights, Gartner clients can consult the report “Predicts 2025: How Inclusivity and AI Will Reshape Sales Strategy. ” The Gartner CSO & Sales Leader Conference, held May 20-21, 2025, in Las Vegas, will further explore these themes, offering sales leaders the latest research on AI, talent, and transformative leadership. Updates will be available via the Gartner Newsroom and social media channels (#GartnerSales). About Gartner for Sales Leaders: This division equips sales executives with critical insights and tools to tackle growth challenges through qualitative and quantitative research. It supports sales teams in overcoming commoditization and price competition, building vital skills, enhancing sales interactions, unlocking growth potential, and optimizing enablement. Follow Gartner Sales practice updates on X and LinkedIn (#GartnerSales). Media inquiries can be directed to Elizabeth Bishop (elizabeth. bishop@gartner. com) or Juliette Dixon (juliette. dixon@gartner. com).