Gartner’s sales predictions highlight the growing impact of Artificial Intelligence (AI) and the need for businesses to adapt to evolving buyer and seller dynamics.
By 2028, Gartner predicts 10% of sellers will engage in “overemployment,” secretly holding multiple jobs due to time saved by AI.
A September 2024 Gartner survey of 3,496 global employees revealed that 41% of sellers at least somewhat agree that new technology has freed up capacity through automation.
Senior Principal Analyst in the Gartner Sales Practice, Alyssa Cruz advises chief sales officers (CSOs) to address potential disengagement among top talent.
She suggests revising compensation plans, including removing or expanding commission caps, to prevent sellers from feeling diminishing returns.
By 2029, 25% of Fortune 500 sales organizations will have buyer-facing content and tools specifically designed for neurodivergent customers.
These companies include Walmart, Amazon, Apple, UnitedHealth Group, CVS Health, ExxonMobil, Alphabet (Google) etc.
Neurodivergent customers are people whose brains process information differently than most people. This can include people with autism, ADHD, dyslexia, and other conditions.
Neurodivergent individuals comprise an estimated 20% of B2B buying groups and have unique needs often overlooked in current content.
Gartner emphasizes that as awareness of neurodiversity increases, customers will favor businesses offering accessible experiences.
Through 2028, approximately 30% of new sellers will experience a gap in critical social sales skills due to overreliance on AI.
This includes a decline in analytical and social skills like effective communication, crucial for relationship building.
Gartner recommends that organizations invest in training programs focused on interpersonal skills such as relationship building, active listening, empathy, and critical thinking.
They stress the importance of a human-centric sales approach that values authentic human connection.
