Imagine This... AI Agents and the 'Everywhere All at Once' Sales Team
Sep 17, 2025
Phillip Andersen, a BCG Managing Director and Senior Partner, shares his insights on the future of sales with AI agents. He discusses how these agents could transform sales strategies, enabling firms to reach previously untapped customers. Andersen highlights the potential for AI to negotiate transactions autonomously and build relationships by understanding client needs. He emphasizes the need for human oversight in AI negotiations while exploring the evolution of sales roles and skills required to manage AI effectively.
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Agentic AI Multiplies Sales Capacity
- Agentic AI can reason autonomously, access systems, and learn from memory to multiply sales capacity.
- That capability lets firms scale personalized selling in ways human-only teams cannot match.
Prioritization Driven By Potential Value
- Companies prioritize sales resources where potential customer value is greatest.
- That forces lower‑potential customers to receive much less sales attention today.
Augment Sellers Within Existing Workflows
- Use predictive and generative AI to augment sellers within current workflows for next‑best actions and coaching.
- Embed AI where sellers already work to raise quality without redesigning the whole process.