Salespeople who ‘effectively partner with AI tools’ are 3.7 times more likely to meet quota than those who do not, according to a survey by Gartner. Other top competencies include ‘tactical flexibility’ and ‘mentalizing’, which increase the likelihood of quota attainment by 3.4 times and 2.9 times respectively.

► Use of AI, a flexible approach, and ability to interpret real meaning among top skills of successful sellers

► Leaders advised to support salespeople in attaining key competencies

The survey found that 72% of sellers feel overwhelmed by the number of skills required for their job, and 50% by the amount of technology needed. These overwhelmed sellers are 45% less likely to attain quota. AI can be used to help them develop the key competencies that they need to master and understand how skills relate to technology.

Gartner describes ‘tactical flexibility’ as the ability to adjust, adapt and innovate on sales approaches; and ‘mentalizing’ as the seller’s ability to infer unspoken beliefs, feelings and intentions to predict and influence buyer behaviour.

The firm surveyed 1,026 B2B sellers between January and March 2024 to understand what skills are needed to excel in a changing B2B environment. Additional information is available in Gartner’s associated eBook.