It’s already happening. AI isn’t coming to sales — it’s in the room. And over the next year, it’s going to shake things up fast.
Sales leaders used to ask, "How do we scale the team?" Now, they’re asking, "How do we scale with fewer humans?" That’s not about cutting heads. It’s about using AI to handle the heavy lifting — and freeing up humans to do what they do best: influence, connect, and close.
Here’s what to expect.
1. AI Will Be on Every Sales Call
AI note-takers are just the beginning. We’re about to see AI tools actively participate in calls — answering questions, pulling up data, summarising next steps, even coaching the rep in real time. It’s not just call support; it’s a co-pilot.
2. Your BDR Might Be a Bot
BDRs powered by AI are already generating leads, qualifying them, and booking meetings — 24/7, no burnout, no holidays. We’ll see a surge in AI-led outreach that actually gets replies because it's tailored, fast, and consistent.
3. Low-Dollar Deals? Let AI Handle It
For deals under $10K, AI can now manage most of the process — from first touch to close. Think auto-generated quotes, contract workflows, follow-ups — without a human ever jumping in. That leaves sales teams to focus on strategic, complex deals.
4. Sales, Support, Success = One AI-Powered Flow
The handover mess between sales and CS? Gone. AI will bridge gaps, sync systems, and keep context — so the customer feels like they’re dealing with one team, not three departments.
5. Expectations Are Getting Harder to Meet
Here’s the kicker: AI isn’t just changing how we sell. It’s changing how customers buy. They now expect real-time answers, ultra-personalised experiences, and instant follow-up. If you can’t deliver that, someone else will.
Wrap-Up
Sales isn’t dying. It’s levelling up.
The reps who win won’t be the loudest or pushiest. They’ll be the ones who know how to work with AI — using it to be faster, smarter, and more helpful than ever.
The next 12 months will separate those who adapt from those who stall. Time to get ahead of it.
Based on insights from SaaStr’s article and video series: 10 Ways AI Will Change Sales in the Next 12 Months.