How AI is Transforming Sales—and What To Do

How AI is Transforming Sales—and What To Do

From The So What from BCG by Boston Consulting Group BCG

May 6, 2026 · 20 min · Episode 117

About this episode

Japjit Ghai discusses how AI is transforming the sales process and the implications for sales teams.

Sales teams are no longer defined by a few superstar performers. Japjit Ghai, who leads BCG’s AI efforts for sales globally, explains how AI is reshaping the entire sales workflow—from lead prioritization to real-time coaching and closing the deal. Winners won’t bolt on tools. They’ll integrate AI and agents from end to end. Learn More: Japjit Ghai: https://on.bcg.com/48IzJiV How AI Agents Will Transform B2B Sales: https://on.bcg.com/4dnWPOr How AI Can Reshape Distributed Sales Channels in Emerging Markets: https://on.bcg.com/4tSL0pu BCG’s Latest Thinking on Marketing and Sales: https://on.bcg.com/4utKWMJ Imagine This... on the future of sales: https://lnk.to/imagine-this-Andersen-sales09 Chapters (0:00) The End of Superstar Salespeople? (1:26) Is AI Moving Into the Sales Frontline? (1:57) Is This Shift Across the Board? (3:01) What Happens to Top Sales Performers? (4:08) Where AI Still Falls Short in Sales (4:47) Why Talent Is Choosing AI-First Companies (5:06) What Augmented Selling Looks Like (6:07) Real-Time AI Sales Assistant Demo (10:13) The ROI of AI in Sales (11:00) What Sellers Gain (and Fear Losing) (11:40) How Performance Is Measured (12:26) Misconceptions Leaders Have…

People in this episode

Guest: Japjit Ghai

Topics covered

  • AI in sales
  • sales workflow
  • real-time coaching
  • lead prioritization
  • augmented selling

Keywords

  • AI
  • sales transformation
  • lead prioritization
  • real-time coaching
  • augmented selling
  • sales performance
  • AI-first companies

Mentioned in this episode

Organizations: Boston Consulting Group, BCG

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