AI won't replace great sales reps: it'll expose the lazy ones

The Gist

• SaaStr's analysis reveals AI will cull underperforming sales reps who avoid calls, delay scheduling, and fail to follow up.
• The piece contrasts this with high-performing AEs who quarterback deals, customize demos, and arm champions with battle cards.
• Real-world examples show reps ghosting $250k deals while AI agents execute tasks at scale.