7 AI-trends in sales
The impact of AI on sales processes is already being felt, and will only increase over the next 12 months. Where AI has already revolutionised customer service and after-sales, it is now starting to fundamentally change the basics and structure of sales.
The rise of AI will fundamentally change sales at software companies
AI will fundamentally change sales by making sales processes much more efficient by automating repetitive tasks like lead scoring and email follow-up. Thanks to machine learning, sales teams can better predict which prospects are most likely to buy. AI tools analyze large amounts of customer data and provide real-time insights that help personalize pitches. This allows salespeople to focus on relationships and strategy instead of administrative tasks. Chatbots and AI assistants also improve the customer experience by providing 24/7 support. In the coming years, AI will ensure smarter, faster, and more data-driven sales strategies.
1. AI becomes a full-fledged conversation partner in sales conversations
Within a year, it will be normal for AI to listen in and actively contribute to sales conversations. Not just to take notes, but to answer questions directly, have knowledge at the ready and keep the pace high. No more procrastination with “I’ll get back to you”, AI already knows the answer. Result: many more conversations that actually convert.
2. Transactional sales? AI takes care of it
Simple, predictable deals, think 25% to 45% of the volume, will be handled entirely by AI. Customers increasingly prefer an AI that knows the product down to the last detail, rather than a new employee who needs time to figure things out. What we’re already seeing in customer service, is now happening in sales.
3. Boundaries between sales, support and marketing are blurring
As AI supports salespeople at every stage of the customer journey, from lead generation to onboarding, roles like SDR, Account Executive, and Customer Success Manager will become less segregated. A single salesperson, empowered by AI, can oversee the entire journey. This creates a more consistent customer experience and a more efficient team.
4. Get rid of the administrative blocks
Today, sales professionals spend most of their time doing everything but selling, from updating CRM to forecasting. AI takes over most of that work, allowing reps to focus on what they do best: selling. Even cutting that administrative burden in half would mean a productivity boost.
“AI is rapidly transforming sales: from more efficient conversations and less administration to fully automated deals. Anyone who doesn’t experiment now will lose touch for good.”
Remco van Rijn
Founder Rewire Recruitment
5. More honesty, less drama
AI doesn’t exaggerate, doesn’t promise what it can’t deliver, and consistently treats customers with respect. This could put an end to the more ‘gray areas’ of sales behavior. Companies that use AI intelligently to build transparency and trust create lasting customer relationships, and it pays off.
6. AI takes the best performers to the next level
Instead of adding more tools to your sales stack, it’s now about maximizing what you already have. AI is turning Account Executives into “Mech AEs”: salespeople who are empowered by technology and are therefore faster, sharper, and more effective than ever. For top salespeople, this is a turbocharger. For mediocre salespeople? They may become obsolete.
7. SMEs will need fewer salespeople and different sales leaders in the future
In small and medium-sized businesses, AI-driven systems will take over much of the standard sales work. Think of closing deals within one or two conversations, which is where AI excels. That also means that sales leaders will have to adapt: they will have to learn how to manage AI team members, assess their output and adjust where necessary.
This is not a pipe dream, it’s happening now
The AI revolution in sales has already begun. Organizations that are still hesitating are at risk of missing the connection. The good news? You don’t have to change everything right away. Start small, test what works, learn quickly and then scale up.
Are you curious about what this could look like within your organization? Let me know, I’d love to think along with you mee.
