Will AI Replace Sales Reps? Here's What Recruiters Are Really Looking For in 2025

Will AI replace sales reps?

This question seems to be on everyone's mind in the sales world right now, and working as a recruiter at a company that builds an AI sales agent has given me a unique perspective on what's really happening. The answer is both yes and no.

From what I've seen, AI is absolutely changing what good selling looks like, but it's not replacing the humans who are adapting and growing with it. The reps who are struggling are the ones who never evolved beyond spray-and-pray tactics and generic scripted pitches. The ones who haven't changed their approach as the industry is shifting.

Working at Vivun in the AI sales space has given me insight into how this technology is changing the game. From what I can see, the most successful professionals aren't just adopting tools, they're rethinking how they approach their craft entirely.

What Has AI Changed for Sellers? 

The fundamentals still drive everything. Quota attainment, pipeline generation, deal velocity, conversion rates still run the revenue game. But as AI gets smarter and takes on more of the mechanical work, what moves the needle on successful numbers is the human side of selling. The sellers who consistently hit and exceed their numbers aren’t just executing playbooks; they’re building trust, reading the room, and navigating the emotional and strategic layers of a deal that no algorithm can fully replicate. The path to attainment has evolved, but its beating heart is still entirely human. The reps thriving today can tell you not just what they achieved, but how they adapted; how they’ve leaned deeper into empathy, creativity, and relationship-building to turn AI’s efficiency into real, lasting wins with buyers.

AI fluency is a requirement, not a nice-to-have. The professionals who really stand out in a job search or on the leaderboard aren’t waiting for AI to be “perfect” or for someone to hand them a how-to guide. They’re moving beyond surface-level prompts and basic automations, actively experimenting with ways to embed AI into their workflow so it does more than draft emails; it actually increases their selling capacity and deal conversion rates. These reps are curious, adaptable, and unafraid to test new approaches, knowing that the faster they learn how to make AI work for them, the faster they outpace the competition. The ones avoiding AI entirely? They’re already falling behind.

The efficiency bar has been raised across everything. The efficiency bar in sales has never been higher. Buyers now expect speed, personalization, and thoroughness at every stage, and thanks to AI, delivering that at scale is possible if done thoughtfully and strategically.  It’s not about creating more pipeline; it’s about conversion: driving velocity from first touch to close. The top reps can show exactly how they use AI to research faster, prep for meetings, tailor follow-ups, anticipate objections, and navigate negotiations, freeing more time for building relationships and moving deals forward.

Curiosity is a competitive advantage. What I've found most surprising is how the top performers are approaching AI as a learning opportunity rather than just efficiency gain. They're asking better questions - not just "How can AI help me work faster?" but "What blind spots in my process could AI help me identify?" Some are using AI to analyze their own deal patterns to understand why certain prospects go cold, or having AI challenge their assumptions about competitive positioning. They're laying the foundation to leverage AI as a selling partner and teammate, not just a productivity tool. 

What Stands Out About AI-Savvy Sellers? 

From observing the sellers around me, I've gotten better at recognizing what separates genuine AI fluency from just talking about it, and what skills and experiences highlighted in interviews actually translate to higher performance on the board. Here’s what stands out:

They've built systems to play to their strengths and style. The most impressive sellers I’ve seen don’t treat AI as a series of one-off hacks; they’ve turned it into a repeatable system. For one rep, that might mean an AI-driven research flow that surfaces competitive shifts and account triggers every Monday morning. For another, it’s a deal review workflow where AI surfaces risks, gaps, and next-step recommendations ahead of every pipeline meeting.These aren’t random tools thrown into the mix; they’re intentional, tested workflows that compound their effectiveness deal after deal.

They can explain their strategic thinking. They can articulate how, where, and when to leverage AI so every deal gets 100% effort. The top sellers use AI not just to move faster, but to sharpen their deal strategy and focus their energy on the moments that matter most. They know when to bring AI into the process to strengthen their approach, whether it’s uncovering critical insights, refining messaging, or anticipating objections, and when to lean in personally to deepen relationships with the buyers who will ultimately drive the win.

They're self-directed learners. The ones making the biggest impact aren't waiting for formal training. They're experimenting, sharing learnings with their teams, and constantly refining their approach.

Tips for Reps

As a recruiter, here’s what stands out to me in conversations with successful sellers and based on my own observations of the market: 

Develop specific examples of impact. Don't just say you use AI, be ready to discuss 2-3 concrete examples of how it's made you more effective. I've heard about professionals who can walk through how they used AI to prepare for challenging negotiations or streamline their research process.

Lead with the impact, not the tech. What I've learned from conversations with sales professionals is that the ones who really get it talk about results first. Instead of listing every AI tool they use, they explain how their approach has improved. They focus on concrete changes like faster research leading to more relevant conversations, or better prep work resulting in shorter sales cycles. That's the kind of concrete evolution that makes sense.

Be strategic about automation. The most thoughtful professionals I've encountered have clear frameworks for what they'll automate versus what they believe requires human judgment. They might use AI for initial outreach but never for pricing decisions. They understand the distinction.

Embrace learning from failure. I've been impressed by professionals who discuss failed experiments as much as successful ones. They might share how they tried automating all their messaging but found it felt impersonal, so they shifted to using AI for research while crafting messages themselves. That reflective approach shows real growth.

The Future of Selling is More Human

After watching this transformation, I don't think AI is eliminating all sales jobs, I think it's showing how powerful sales can be when humans and AI work together effectively.

The reps who are thriving were already doing the fundamental work: understanding buyers, building genuine relationships, continuously improving their craft. AI just makes them more efficient and proficient at it.

But AI is also exposing the reps who haven't evolved. The ones who were relying on volume over value, scripts over strategy. AI can handle those approaches more effectively than humans ever could.

What I find encouraging as a recruiter is that, from what I can see, companies want people who can combine technological fluency with solid fundamentals. They want reps who can use AI to research faster so they can spend more time on strategic thinking. Who can automate routine tasks to focus on relationship building.

The future belongs to sales professionals who can combine emotional intelligence with AI fluency. Who understands that the best results come from humans and AI working as partners, not competitors.

That's not a future I'm worried about. That's a future where thoughtful selling finally gets the tools it deserves.