This blog post is based on insights shared in a recent talk by AI keynote speaker Shane Gibson on AI and the Future of Sales Leadership at ChannelNext West. The session provided a deep dive into what sales leaders need to know right now to remain effective, credible, and competitive in a technology-driven marketplace.
The role of the sales leader is evolving. While foundational skills like coaching salespeople on objection handling and making sure they are prospecting still matter, they are no longer enough to thrive. Sales has entered a new phase where the integration of human skills and technology fluency defines success.
The shift is not theoretical. It is already underway. Leaders who ignore this shift risk being left behind by both the market and their teams.
Recent statistics from a 2025 Allego study on sales enablement, leadership and AI found that 41% of sales leaders expect between 5-25% of sales roles to be replaced by AI. Some of these roles will be sales leadership roles.
Understanding the Virtual Sales Competency Map
In his talk, Gibson introduced what he refers to as the Virtual Sales Competency Map. This framework outlines the expanded skill set required to succeed in today’s environment.
At the center remains traditional sales mastery. However, surrounding that core are new competencies that reflect the realities of a digitally enabled sales process.
- Virtual Communication Skills
Sales professionals must now deliver value over video, in chat, and across asynchronous platforms. This includes everything from camera framing and lighting to being fluent in screen sharing and virtual etiquette. Presence in a virtual meeting has become a form of professional branding. - Social and Digital Networking Skills
Effective relationship building now happens across multiple platforms. What works in email may fall flat on LinkedIn or in a Slack conversation. Salespeople must be able to shift tone, format, and intent based on the platform they are using. Connecting is no longer enough. Engagement must be relevant, contextual, and timely. - Technology Intelligence (TQ)
This refers to the ability to understand, navigate, and apply technology to the sales process. Leaders must assess tools, write prompts for AI systems, interpret data, and design workflows that improve efficiency and client engagement. TQ is not about technical expertise. It is about having the confidence and competence to lead in a tech-first world. - Virtual Soft Skills and Cognitive Agility
Knowing how to adapt your communication style across channels is key. So is understanding digital cues. A well-timed pause in a video call can speak louder than words. A personalized follow-up message based on buyer behavior can make or break a deal. These are the subtle, high-impact skills that elevate modern sellers. - Creative and Emotional Intelligence
This is the human edge. The ability to build trust, read a room, solve problems creatively, and inspire action remains irreplaceable. As AI takes on more tasks, the value of these human skills will only increase.
For sales leaders who want to survive and thrive in the AI era the message is clear. The bar has not been raised, the rules of the game have become completely rewritten. The best sales leaders are not just well trained, they are constantly evolving.
Success now depends on integrating emotional intelligence with technology fluency. One without the other is no longer enough.
If you’re looking for a keynote speaker on AI for sales and sales leadership, contact us today for rates and availability.
