In this episode, Kristie K. Jones, author of Selling Your Way IN and founder of Sales Acceleration Group, explores what it takes to lead effectively when your team includes both people and digital coworkers.
The sales profession is at a critical inflection point. With AI agents poised to replace entry-level SDR roles and transform entire go-to-market strategies, sales leaders must develop new skill sets to thrive in a world where humans and AI agents work side by side.
Kristie shares eye-opening insights from attending five conferences this fall, revealing that nearly 1.1 million jobs were lost by October 2025 compared to 724,000 in all of 2024, with AI cited as a major factor. She discusses the uncomfortable reality that companies are testing AI SDRs that work around the clock without sick days, vacations, or emotions, and explains why SDR positions are just the beginning of this transformation.
Discover why the traditional path to sales leadership is broken. Organizations have long promoted top performers to management without providing leadership training, creating a generation of leaders who struggle to teach the art of sales. Kristie argues that as buyers become increasingly sophisticated and educated through their own research and AI assistants, sales teams must invest more in developing human skills, not less, yet most companies are doing the opposite.
Learn the three critical skills every sales leader needs for this new era. First, becoming a go-to-market engineer who understands how to architect teams that blend human talent with AI agents and automation. Second, shifting from being the captain of the plane to becoming air traffic control in the tower, orchestrating complex systems rather than just executing. Third, mastering process documentation because without clear processes, adding AI creates chaos rather than efficiency.
Kristie tackles the hard questions about the future of sales careers. If AI agents take starter roles, how will new salespeople develop skills? She proposes that sales engineers may become the new must-have role as buyers self-educate and only need human help for integration, security, and technical questions. She also discusses product-led growth expanding beyond consumer products into B2B software, requiring websites packed with educational videos that AI can customize for different industries.
The conversation explores generational differences in technology adoption, from Baby Boomers who remember party lines to Gen Z who have never known life without smartphones and streaming services. Kristie shares her perspective on why companies are using AI as justification for layoffs even though 70-80% of AI projects haven't proven productive yet, predicting a pendulum swing as organizations learn what works and what doesn't through trial and error.
Whether you're a sales leader preparing for the future, a founder building your go-to-market strategy, or a sales professional wondering how to protect your career, this conversation delivers honest insights about the transformation ahead and practical guidance for navigating it successfully.
Connect with Kristie K. Jones:
LinkedIn: https://www.linkedin.com/in/kristiekjones
Website: https://kristiekjones.com
Book: Selling Your Way IN: The Playbook for Setting Your Income and Owning Your Life
- Carlos and the 1% Edge Team
Connect with Carlos Nouche on LinkedIn: https://www.linkedin.com/in/cnouche/
Visit Carlos Nouche’s website here: https://carlosnouche.com/
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The 1% Edge podcast delivers powerful insights for business owners, leaders, managers, and executives seeking to elevate their professional and personal lives. Hosted by Carlos Nouche, each episode features candid conversations with experts and entrepreneurs covering leadership, sales strategies, productivity, communication skills, AI adoption, resilience, and continuous growth. Tailored for the Blue Ridge, Georgia business community and beyond, the podcast equips listeners with actionable advice to overcome challenges, build strong teams, and drive lasting success in today’s fast-paced business environment. Tune in every week to gain the edge you need to lead with confidence and clarity.
What is The 1% Edge?
Welcome to The 1% Edge Podcast with Carlos Nouche!
The 1% Edge Podcast delivers insightful interviews with exceptional guests who share their personal journeys of continuous improvement—striving to get 1% better every day. Our focus is on go-to-market leaders across a range of industries, including roles such as: sales, customer success, sales operations, revenue enablement, marketing, product design, and more.
Whether you’re a GTM professional seeking actionable insights or aiming to elevate your career, this podcast is your go-to resource for inspiration and practical strategies. Join us as we explore the mindset, habits, and strategies that drive success in the modern business landscape.