Ryan Estis: The Future of Sales Isn't AI (It's Human-Centered)

As AI takes over the "administrivia" of enterprise software, many leaders worry it will remove humanity from the process. But the future of sales isn't about robots replacing people. It's about using technology to reclaim the time needed for real connection.

In this episode of Work Tech Weekly, Ryan Estis, best-selling author and keynote speaker, joins Steve Smith to dismantle the command-and-control management style of the past. They explore why the average salesperson only spends 30% of their week selling, and how top-tier leaders are using AI to clear the deck for what matters: empathy, coaching, and trust.

If you want to lead a high-performing team in 2026, you don't need more software; you need to understand the human side of the deal.

📌 Topics covered:

The "Administrivia" Trap: Why reps only sell 30% of the time
How to use AI to reclaim space for human connection
Why empathy is a critical competency, not a "soft skill"
The difference between transactional and transformational leadership
Why most sales lickoffs fail (and how to fix them)
Preparing your team for the human-centric future of sales

⏳ In this video:

00:00 - Intro
02:05 - Human-centered leadership vs. traditional leadership
06:32 - What sales leaders need to unlearn
08:41 - Don’t waste your sales budget in Vegas
13:01 - The impact of AI on sales
17:40 - How to keep momentum after a sales kickoff
20:20 - Is AI overhyped or undervalued?
24:07 - The one habit of sales leaders that AI can’t replace
30:34 - The future of sales

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