Sales teams are embracing AI, what could this look like in the future

There’s an episode from the fourth season of The Office where salesman Dwight Schrute battles against his company’s website to see who can sell more reams of paper. Dwight ultimately prevails, but truth is stranger than fiction.

Fast forward to the real world of 2025, and the relationship between man and machine is taking on a host of different forms. Some sales professionals, like those at workforce orchestration company Asymbl, are teaming up with AI to boost sales. That’s probably not what Dwight had in mind.

AI is asking sellers, “Do you want to form an alliance?” (Some will get the reference.) But what does that mean for the future of young sales professionals taking those first tentative steps up the corporate ladder? Revenue Brew spoke with two executives, and one early career sales professional, about how sales is changing and what the future might have in store.

An AI-liance is forming

It would be fair to say that Asymbl falls on the more bullish end of the AI-deployment spectrum. Not only has it implemented AI agents but works alongside them each day. The company has even given one a name: Teddy, or Theodore if it’s misbehaving.

Asymbl’s CEO and founder Brandon Metcalf has built a digital workforce plan and even hired a chief digital labor officer with the goal of having 40% of its labor come from digital employees by next year.

“Digital workers will perform 30% of work for most roles, improving productivity, reducing operating costs,” Metcalf said. “For us, this isn’t a hypothetical. We’ve demonstrated in 2025 a $5 million savings from using digital workers. Real money quantified there.”Currently the company has onboarded 65 digital workers, across 10 functions in the company.

So, is this a death knell for entry-level workers? Metcalf doesn’t necessarily think so. He believes sales will remain a popular career-starting job because despite the infusion of AI, it is ultimately mastered through humans.

“I think it’s the best entry into any business. Because it’s not about the activity, it’s about the human connection. It’s about the human relationship, and it’s also about the ability to problem solve,” Metcalf told Revenue Brew.

So what does this mean for the SDRs and BDRs of the world? Well, promotions, in some cases: Asymbl is currently looking for a new SDR after the previous one successfully trained the aforementioned Teddy to boost sales.

Solving a new growth equation

Bob Pritchard, CRO at software development firm Vasion, said professionals in his position are trying to reckon with how AI is going to impact the growth equation for revenue organizations.

“We measure it by revenue per employee, and we’ve been able to ratchet it up pretty considerably this year,” said Pritchard. “That’s the biggest challenge…How do you translate that into your sales productivity and your model?... How much [is] all the stuff I said, like the AI, going to be really good for that product-led growth?”

While Pritchard acknowledged the sweeping changes AI will inevitably bring, he recognizes the need to carefully manage the technology itself.“The biggest challenge to me in the AI world is just managing that potential chaos,” he said.

The importance of the human element when working with AI has been a constant theme in 2025, not least of which in conversations with sales guru Sam McKenna.

Pritchard seems to agree. “The good news is…there is still a requirement of judgment that has to be applied,” he said.

The young sellers are all right

Tony Brophy has been working as a fractional SDR for cold- calling company Whale Hunters, which he founded last year. For someone who claims to make 350 calls a day, Brophy is adamant that laziness and relying on faulty tools are what young professionals should be worried about.

“Everyone’s trying to overcomplicate. You get a list, a message, and then you call the list, and you follow up with the list,” Brophy said. “Everyone’s trying to get cute, but that’s what cold-calling sales development is.”

Brophy highlighted that having an effective online presence is now essential for today’s sellers.

“It’s like putting jet fuel on your business. Because if I can get more clients, I can learn faster, spend no time having to actually sell my own service because I’m full up, and then I just learn how to serve those clients better,” Brophy told Revenue Brew.

Lastly, despite changes in the industry, Brophy echoed Metcalf’s that sales is still one of the best ways for young professionals to start a career.

“It’s essentially a training ground for running a more complicated business. I’m doing all my marketing. I do all the selling. I do all the meetings with clients weekly,” he said.