When AI Thinks for You

The Hidden Impact of Skills Atrophy and Cognitive Offloading on Sales Performance

In sales, insight, influence, and trust win deals. AI now underpins the delivery of each part of the equation, for example, by generating new ideas, leveraging behavioral psychology, and quickly sourcing relevant case studies. These use cases are multiplying, and adoption is accelerating.

For sales and enablement leaders, the promise is compelling: sharper insights, faster responses, more efficient workflows, and better sales performance.

But there's a risk that is increasingly in the spotlight. Over-reliance on AI has been shown to cause skills atrophy and cognitive offloading, resulting in the gradual erosion of the very abilities that make salespeople persuasive, adaptable, and successful.

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