Humans of Sales: Bringing the Human Element Back to AI-Driven Sales

The sales industry is at a crossroads. On one hand, artificial intelligence (AI) is revolutionizing the way sales teams operate, offering efficiency, automation, and data-driven insights. On the other hand, there’s a growing concern that AI-driven sales tools are removing the very thing that makes sales effective: the human connection.

In an era where automation is taking over, it’s more important than ever to remember that sales is fundamentally a people-driven industry. No matter how advanced AI becomes, the core of sales will always be about trust, relationships, and understanding human needs. That’s why initiatives like “Humans of Sales” are emerging—to bring the human element back into the conversation.

In this week's conversation, host Greg Mccallum at with Gorish Aggarwal , Founder and CEO of AI SalesTech platform Sybill to discuss this topic and many others.

Part Two of their conversation is out now across all platforms here:

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Make sure you check out Part One of the conversation with Gorish here:

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Here are some of our main takeaways:

The Problem with AI Overload in Sales

AI-powered sales tools have undeniably transformed the industry. Sales reps now have access to automated call summaries, predictive analytics, and AI-driven recommendations. But here’s the challenge: all these advancements assume that more data and automation equals better sales performance. The reality is more complex.

One major issue is information overload. Sales reps are bombarded with AI-generated insights, endless Slack updates, and CRM notifications. In theory, this should make their jobs easier, but in practice, it often leads to fatigue. When information becomes a burden rather than an asset, engagement drops.

Moreover, AI is excellent at processing data, but it struggles with the nuances of human interaction. Selling isn’t just about providing the right information—it’s about persuasion, storytelling, and emotional intelligence. If AI tools aren’t designed with this in mind, they risk creating robotic, impersonal sales experiences that alienate customers rather than win them over.

Why Humans Matter in Sales

Sales is an inherently social profession. The best salespeople don’t just pitch products; they build relationships. They listen, empathize, and adapt to their customers’ unique needs. AI can assist with this, but it cannot replace the emotional intelligence that defines great sales interactions.

Consider the concept of trust. A prospect may receive the perfect AI-generated follow-up email with the right keywords and value propositions, but if it lacks warmth and authenticity, it won’t have the same impact as a genuine, human-crafted message. People buy from people they like, and AI has yet to replicate the nuances of human likability.

The Rise of “Humans of Sales”

Recognizing this gap, some companies are shifting their focus back to the human side of sales. One such initiative is “Humans of Sales,” a storytelling project aimed at highlighting the real people behind the sales industry. Inspired by the “Humans of New York” concept, this initiative showcases sales professionals’ struggles, successes, and experiences in a way that resonates on a personal level.

The goal? To remind the industry that behind every deal, every pitch, and every quota, there’s a human being navigating the complexities of selling. By sharing these stories, “Humans of Sales” aims to foster empathy, inspiration, and a renewed appreciation for the personal side of sales.

How AI Can Enhance, Not Replace, Human Sales

The solution isn’t to reject AI but to integrate it in a way that supports and enhances human sales efforts. Here’s how AI can be leveraged without losing the human element:

• AI as an Enabler, Not a Replacement – Instead of trying to replace human sales reps, AI should be used to automate repetitive tasks (like data entry and scheduling) so that salespeople can focus on what they do best: building relationships.
• Personalized AI Assistance – AI tools should be designed to adapt to individual sales reps’ styles and workflows rather than forcing them into rigid, automated processes.
• Human-Centric Content – Sales teams should invest in content that reflects real stories and experiences rather than relying solely on AI-generated messaging.
• Interactive AI Meetings – Instead of sending endless email updates, AI could play a role in facilitating more engaging, interactive team meetings where key insights are shared in a conversational format.

The Future: A Balance Between AI and Human Connection

The future of sales isn’t about choosing between AI and human connection—it’s about finding the right balance. AI is a powerful tool, but its effectiveness depends on how well it complements human skills rather than replacing them. Sales leaders need to prioritize tools and strategies that keep the human element alive, ensuring that their teams remain engaged, motivated, and, most importantly, connected to their customers.

As AI continues to evolve, the companies that will thrive are those that recognize the value of both technology and humanity. Initiatives like “Humans of Sales” serve as a crucial reminder that at the heart of every deal, there’s still a person making it happen. And that’s something AI will never fully replace.

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