A business and technology insights firm believes that AI agents are set to become a dominant force in enterprise sales over the next several years.
In a new press release, Gartner forecasts a steep rise in automated sellers as organizations expand their use of AI across sales operations.
But the firm notes that AI agent adoption alone will not guarantee meaningful gains for sales teams. Gartner sees many organizations struggling to translate automation into measurable productivity improvements.
“By 2028, AI agents will outnumber human sellers by tenfold, but less than 40% of sellers will report that AI agents have improved their productivity.”
Gartner says sales leaders should not solely focus on increasing the number of bots deployed. Instead, companies should establish cohesive strategies that take into account data quality, process automation and user experience to drive customer loyalty.
Says Gartner VP analyst Melissa Hilbert,
“AI agents are everywhere, but there’s a value ceiling. Beyond a certain point, more AI does not mean more productivity. In fact, layering additional prompts and tools onto already complex workflows risks overwhelming sellers and accelerating burnout.”
In October, Gartner projected a major shift in B2B (business-to-business) transactions as AI becomes deeply embedded in purchasing workflows.
“By 2028, 90% of B2B buying will be AI agent intermediated, pushing over $15 trillion of B2B spend through AI agent exchanges.”
The firm also predicted that in the same year, organizations that leverage multi-agent AI for 80% of customer-facing business processes will dominate the market.
“Organizations that fail to adopt multi-agent AI for their CRM organizational processes risk losing competitive advantage as customer expectations for low effort, rapid service become the norm. Moreover, customers who find low-effort experiences often stay with the supplier/brand because of the better experience.”
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