The Future Of Sales Isn't AI Agent Vs. Human—It's Both
Agentic AI Drives Productivity Across Industries
Agentic AI is driving productivity gains across every industry and boosting bottom lines as a result. However, as adoption accelerates, concerns about its potential to replace workers abound. This is particularly relevant in the sales industry, as go-to-market (GTM) teams adopt agentic technologies to improve efficiency and scale outreach.
Real-World Applications in Sales
One example is the use of AI agents by platforms like Vidyard. Their Video Sales Agent helps sellers initiate conversations, deliver personalized follow-ups, and confirm scheduled meetings with personalized video messages, all without requiring rep effort. This technology demonstrates how AI can handle routine tasks while freeing up human salespeople for more strategic activities.
The Question of Human Connection
As the industry tries to predict what the sales landscape will look like in five years, it begs the question: are we heading toward a world in which agents could feasibly be selling to other agents? And if so, where does human connection factor in?
According to Michael Litt, CEO and co-founder of Vidyard, 'While the roles and responsibilities of sellers are certainly going to shift, this dystopian view overlooks a fundamental truth: the most successful sales strategies have always been about more than just transactions. They're about trust, empathy, and genuine connection.'
The Collaborative Future
The future of sales isn't about replacing humans with AI agents—it's about creating a collaborative ecosystem where both can thrive. AI agents excel at handling data processing, initial outreach, scheduling, and follow-up tasks, while humans bring emotional intelligence, relationship building, and complex problem-solving capabilities.
Strategic Implications for Sales Teams
Sales teams that embrace this hybrid approach will likely see the greatest success. By leveraging AI for efficiency gains while maintaining human expertise for relationship building, organizations can scale their sales efforts without losing the personal touch that often closes deals.
Preparing for the Hybrid Sales Model
To succeed in this new landscape, sales professionals should focus on developing skills that complement AI capabilities: emotional intelligence, strategic thinking, complex negotiation, and relationship management. Meanwhile, organizations should invest in AI tools that enhance rather than replace their human talent.