Future of B2B Sales

Overview The Skwill Human Agency Framework™Shift 1:
From Repeatable to Adaptive Shift 2:
Behavioural Science Becomes the New Sales Methodology Shift 3:
The AI-Enhanced Seller Shift 4:
Coaching in the Flow of Work Shift 5:
Segmenting Sellers, Not Just Buyers Shift 6:
Orchestrating Human–AI Teams Shift 7:
Trust Becomes the Only Moat

Shift 1: From Repeatable to Adaptive

Key insights (snapshot)

Buyers are as informed as sellers → sellers must differentiate through presence, not pitch.

Weekly coaching drives 1.8× performance; team selling boosts win rate +27% (role clarity, orchestration).

Market & field data: 1M+ behavioral insights; 250k+ coaching minutes underpin these recommendations.

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Overview The Skwill Human Agency Framework™Shift 1:
From Repeatable to Adaptive Sales Shift 2:
Behavioural Science Becomes the New Sales Methodology Shift 3:
The AI-Enhanced Seller: Curator, Not Creator Shift 4:
Coaching in the Flow of Work Shift 5:
Segmenting Sellers, Not Just Buyers Shift 6:
Orchestrating Human–AI Teams Shift 7:
Trust Becomes the Only Moat

Shift 5: Segmenting Sellers, Not Just Buyers

We’ve spent decades segmenting customers. The next frontier is segmenting our own sellers, by mindset, motivation, and method. Every buyer type demands a different kind of seller. Yet most organizations coach everyone the same way. The result? Over-performance from a few, disengagement from the rest. Sellers bring distinct cognitive and behavioral strengths, analytical, relational, competitive, empathetic, and they need systems that recognize and amplify those differences.Big numbers (signal, not noise)

Key insights (snapshot)

One-size-fits-all enablement suppresses 60% of team potential.

Behavioral segmentation creates belonging and accountability.

Seller self-awareness is now a competitive advantage, not a soft skill.

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Big numbers

4x

Performance gap between top and bottom sellers when coaching is uniform

33%

Increase in engagement when coaching is personalized by behavioral type

2.1x

Deal-size lift when team composition aligns seller strengths to buyer archetypes

What the seller owns vs what AI owns

Seller owns

Self-awareness

Understanding their natural style

And when it helps or hurts

AI owns

Pattern awareness

Detecting behavioral blind spots

Strengths

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Organizational shifts required

1. Map your sellers as deeply as you map your customers — identify traits, triggers, and stress responses.

+19%

Deal Velocity

2. Redesign coaching around who the seller is, not just what they do.

+36%

seller confidence in unstructured environments

3. Align deal assignments to personality fit — pairing analytical sellers to complex evaluations, expressive ones to consensus-driven buyers.

+14%

forecast accuracy

4. Use AI insights to surface performance patterns and tailor interventions by type

-31%

time on research

5. Recognize and reward diverse selling styles instead of forcing one “ideal rep” mold.

-31%

time on research

Scorecard & signals to track

Weekly behaviors

Completion of self-assessments, coach notes on behavior-fit adjustments, peer feedback sessions logged.

Leading indicators

Increased cross-type collaboration, fewer deals stalled in mismatched communication styles, stronger peer coaching adoption.

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Stop losing deals to missed signals, forgotten commitments, and delayed follow-ups.

Book a Performance Coaching Session

Download Whitepaper