In this podcast episode, Kyle sits down with sales leaders Scott Leese and Kevin "KD" Dorsey to discuss the impact of AI on the future of sales.
They explore how the sales industry became overly specialized and obsessed with speed, leading to degraded skills and reps being set up for failure. With buying becoming harder and competition increasing, they believe AI will automate repetitive tasks but leaders must invest the time saved into upskilling, not just doing more faster.

The group warns knowledge work and manual labor will likely become commoditized by AI, putting repetitive jobs at high risk.

Their advice? Sales leaders and reps must urgently learn about AI capabilities to stay competitive and not ignore how it will transform the industry.

Time-Coded Highlights

2:12 - How sales became overly specialized and siloed, degrading rep skills
5:47 - Leaders obsessed with speed over skill development
8:02 - Buying is harder now with more scrutiny and competition
12:14 - How AI can automate repetitive tasks like research
18:09 - Will leaders invest time saved into upskilling or just doing more?
24:17 - Jobs focused on repetitive knowledge work and labor at high-risk
29:51 - Sales leaders and reps must learn AI capabilities to stay competitive

Key Takeaways

- Don't ignore AI - lean into learning the capabilities to remain competitive
- Invest time saved from AI automation into skill development, not just speed
- Jobs focused on repetitive tasks, both knowledge work and labor, are at high risk of being replaced by AI
- With harder buying and increased competition, AI alone won't save you - skills are critical