AI Is Changing Sales Leadership: The New Skills Every Sales Rep Needs with Kristie Jones
AI didn’t kill the sales fundamentals. It just made everyone forget what they actually are.
John and I have a detailed discussion about why the buyer now wants to talk to a human 80 to 90 percent of the way through their own research, why the post-mortem meeting needs to be replaced with a pre-call meeting, and why AI is forcing sales leaders to teach objective judgment for the first time in their careers. I break down the four core skills every sales leader needs going forward, how I test candidates live with AI during interviews, and why I still won’t let AI anywhere near resume review.
If you are in sales, sales leadership, RevOps, or GTM, this conversation gives you a practical way to think about writing a role brief for the AI tools on your team, replacing the post-mortem with a pre-call meeting, testing for objective judgment instead of just tactical skill, and why the old playbook is dead even though playbooks aren’t.