As AI rapidly transforms sales execution, the question is no longer only what it can automate, but what it cannot replace. Yet even in a highly automated sales motion, critical parts of revenue generation remain fundamentally human. Research from Gartner highlights that the highest-performing organizations are not simply adopting AI for efficiency they are redefining the human role in the buying process, especially in complex, high-value deals. This session explores the “human layer” of a fully AI-enabled sales motion: where sellers still create disproportionate value, and why these areas matter more—not less—as automation increases. While AI excels at data synthesis, prioritization, and next-best-action recommendations, humans remain essential in navigating ambiguity, building trust, shaping consensus across buying groups, and making judgment calls in complex deal dynamics. Attendees will leave with a clear view of where human capability becomes the true differentiator in an AI-driven sales environment and how enablement can intentionally develop and reinforce those strengths to drive better outcomes in increasingly automated revenue motions.

The skills that made reps great five years ago won't make them great today. AI has quietly taken over the research, drafting, and admin that used to eat a rep's week, leaving an entirely new definition of what selling capability even means. This session is a front row look at how leading enablement teams are tearing up their skill frameworks and rebuilding from scratch, deciding which traditional skills still earn their place and which new capabilities, from AI fluency to judgment under ambiguity, are becoming the real differentiators. We'll cover: • Rebuilding a skill framework for a hybrid human and AI selling motion • Prioritising the capabilities that matter most as automation takes over the routine • Assessing and certifying reps against the new stack, without the theory overload Walk away with a sharp, practical model for modern selling capability, and a roadmap to build it into your programmes.