#723 - The Sales Leadership Gap with Kristie K. Jones - 10/30/2026

AI isn't just changing the way we sell, it's changing the way we need to lead those that sell. Activity metrics are improving and sales are following and so we congratulate ourselves on innovative leadership. In reality the system isn't healthy and this is where experienced sales leaders are misinterpreting the situation. They are treating AI adoption as a workflow problem when it is really a leadership problem.

AI Transformation in Sales Leadership

The podcast focused on Kristie's upcoming book, *The Sales Leadership Gap*, and the impact of AI on sales leadership. Bill and Kristie discussed how AI is changing the sales profession, moving beyond simple tools like AI note-takers to research agents and strategy partners. Kristie explained that AI adoption is a leadership problem, not just a workflow problem, and that leaders must shift from "flying the plane" to a "control tower" perspective. She outlined four core competencies for sales leaders: systems thinking, workflow design, decision leadership, and accountability clarity. They also discussed the changing buyer's journey, where marketing may own the early discovery and demo stages, leaving sales to handle a "validation" stage with more informed buyers. Kristie emphasized the need for reps to use objective judgment rather than blindly copying AI output. The conversation also touched on the risks of using non-enterprise AI tools and the importance of AI fluency and skepticism for both reps and leaders.

Golden Nugget:

 "It's time for sales leaders and founders to stop flying the plane and get their a** in the control tower!" – Kristie K. Jones

Resources:

LinkedIN: https://www.linkedin.com/in/kristiekjones/

YouTube: https://www.youtube.com/@kristiekjones

Website: https://kristiekjones.com/

Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp

Bill Hellkamp Website: reachdev.com