Episode
AI Is Changing Sales Leadership: The New Skills Every Sales Rep Needs with Kristie Jones
- Published
- Sep 14, 2026
- Duration seconds
- 2833
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Summary
AI didn't kill the sales fundamentals. It just made everyone forget what they actually are. In this episode, John sits down with Kristie Jones, Author and Founder of Sales Acceleration Group, to talk about why the buyer now wants to talk to a human 80 to 90 percent of the way through their own research, why the post-mortem meeting needs to be replaced with a pre-call meeting, and why AI is forcing sales leaders to teach objective judgment for the first time in their careers. If you are in sales, sales leadership, RevOps, or GTM, this conversation gives you a practical way to think about writing a role brief for the AI tools on your team, replacing the post-mortem with a pre-call meeting, testing for objective judgment instead of just tactical skill, and why the old playbook is dead even though playbooks aren't. Want to build a sales team that can think critically in the AI era? Visit www.jbarrows.com and learn how you can Make It Happen. What You'll Learn Why the buyer now wants to talk to a human 80 to 90 percent of the way through their own research, and what that means for how a rep opens the call Why the post-mortem meeting needs to be replaced with a pre-call meeting built around objective judgment Why every AI tool on your team needs a role brief, the same way every hire needs a job description Why Kristie tests candidates by making them argue with an AI generated plan live, not just use one Why the four skills sales leaders need now are systems thinking, workflow design, decision leadership, and accountability clarity Kristie Jones is the Author and Founder of Sales Acceleration Group, where she works with sales organizations on hiring, training, and leadership development. She's the author of Selling Your Way In and the upcoming The Sales Leadership Gap, releas…