By 2028, the sales industry is projected to undergo a significant transformation as artificial intelligence (AI) continues to enhance workflows and efficiency. Gartner, a prominent research and advisory firm, forecasts that 10% of sales professionals will engage in "overemployment, " a term describing salespeople secretly holding multiple jobs, facilitated by the time savings AI automation delivers. AI’s integration into sales is revolutionizing operations by automating many manual, repetitive tasks that once consumed considerable time and effort. Routine activities such as data entry, lead qualification, scheduling, and follow-ups are now managed by AI tools, allowing sales representatives to concentrate on higher-value responsibilities like relationship building and closing deals. A recent Gartner survey reveals that 41% of sales professionals acknowledge that technology has substantially increased their ability to perform and manage workloads. However, this shift also presents new challenges for sales leaders. The possibility that a significant portion of salespeople might covertly take on multiple roles raises concerns about productivity, loyalty, and workforce management. With AI enabling greater efficiency, sales professionals might be inclined to use their saved time for other employment, potentially weakening their commitment and effectiveness in their primary jobs. To address this, Gartner recommends that chief sales officers and sales managers reconsider their incentive structures, including compensation plans and commission models, to better align with the changes AI brings. Specifically, Gartner advises removing or raising commission caps, which traditionally limit maximum earnings and can cause disengagement once reached.

By doing so, companies can keep salespeople motivated and prevent feelings of diminishing returns on their efforts. Maintaining engagement is crucial as organizations adopt these new technology-driven workflows. When sales professionals see their increased productivity reflected in proportional rewards and incentives, they’re less likely to pursue additional jobs elsewhere. Companies that proactively adjust compensation to mirror the efficiencies and opportunities of AI will be better positioned to retain top talent and sustain high performance. The rise of overemployment also emphasizes the need for clear communication and policies regarding working hours, productivity standards, and conflict-of-interest issues. Organizations may need to establish guidelines balancing flexibility with accountability to keep sales teams focused and aligned with corporate goals. Beyond individual productivity improvements, AI is reshaping sales strategies, customer engagement approaches, and organizational structures. With automated routine tasks, sales teams can dedicate more time to strategic initiatives such as data-driven decision-making, personalized customer interactions, and innovative market penetration techniques. In summary, the expected increase in overemployment among sales professionals driven by AI presents both opportunities and challenges. While AI fosters greater efficiency, it demands thoughtful management and incentive adjustments to sustain workforce engagement and loyalty. Companies that adeptly navigate these shifts will be better equipped to harness AI's advantages, boosting sales performance and securing a competitive edge in a changing marketplace.