By 2028, AI is expected to allow 10% of sales associates to take on multiple jobs undetected by their employers, suggests new research. According to a new report from Gartner, AI-driven automation is now tangibly reshaping workforce dynamics to the extent that salespeople are now able to optimise their time and seek additional employment opportunities. The findings are based on a September 2024 survey conducted by the research firm, which gathered responses from 3,496 employees worldwide. The study also found that 41% of sales professionals acknowledged that new AI tools automated repetitive and manual tasks, thereby reducing their workload.
The increasing adoption of AI in sales has raised concerns about workforce engagement, with automation potentially reducing employee commitment. Gartner also warned that businesses risk losing key sales talent if they do not implement strategies to sustain motivation and prevent disengagement. “It is important for chief sales officers (CSOs) to be aware that some of their top talent is no longer engaged, and CSOs must implement new incentive structures before seller engagement drops and talent begins to leave,” said Gartner’s sales practice senior principal analyst Alyssa Cruz.
According to Cruz, sales organisations may need to revise compensation structures, particularly commission caps, to ensure employees continue to see value in their roles. As AI reshapes job structures, businesses are expected to adapt their workforce strategies while leveraging automation for efficiency.
AI influence on sales associates’ practices
Beyond its impact on employment trends, AI adoption is also influencing customer engagement. Gartner predicts that by 2029, 25% of Fortune 500 sales organisations will develop buyer-facing content tailored for neurodivergent customers. This group, estimated to comprise 20% of B2B buying teams, often encounters challenges with conventional sales materials that do not accommodate diverse cognitive and sensory processing needs.
The report highlights that businesses lacking inclusive content strategies risk alienating a significant segment of decision-makers. As awareness of neurodiversity grows, customers are expected to favour companies that prioritise accessibility in sales and marketing strategies. Organisations that fail to adapt may face competitive disadvantages as buyers gravitate toward suppliers offering more inclusive engagement methods.
Recent studies reinforce Gartner’s findings on AI’s growing impact on the workforce, highlighting both opportunities and challenges for businesses and employees. A report by McKinsey & Company in January 2025 reveals that while AI adoption is accelerating, only 1% of companies consider themselves fully mature in its deployment. The report identifies leadership as a key barrier, noting that while employees are increasingly open to AI integration, many organisations lack clear strategic direction. Without strong leadership, AI’s potential to enhance productivity and optimise time management remains underutilised.
The workforce transition is also evident in Wiley’s recent Workplace Intelligence report, published in late January. The study found that 36% of employees view AI-driven workforce alignment as a major challenge, while 35% cite upskilling as a critical concern. The demand for AI-related skills is also rising, with employees needing to adapt to new technologies to remain competitive. Similarly, a US Federal Reserve study, whose findings were revealed this month, estimates that 20-40% of workers are already using AI in their daily tasks, with technical fields seeing the highest adoption rates.
From a business perspective, PwC’s 2025 AI predictions indicate that 49% of technology leaders have fully integrated AI into core business strategies. Meanwhile, a recent study from Boston Consulting Group argued that AI remains a top priority for executives, with an increasing focus on aligning AI initiatives with measurable business outcomes.
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