Gartner predicts that by 2027, three quarters of hiring processes will test candidates on their AI skills. That’s from its list of predictions for 2026 and beyond, reported by Digital Commerce 360.
Sales hiring hasn’t really caught up yet. Most interviews I hear about still go: tell me about a deal you closed, sell me this pen, what’s your biggest weakness.
All fine. But almost half of UK sellers have already used AI agents, according to the Salesforce State of Sales report. If you’re hiring a seller this year, you’re hiring someone who will sell alongside machines. So test for that.
Here are five questions I’d want to be asked.
1. “Walk me through how you prepared for your last important meeting.” Listen for whether AI shows up, and how. Good answer: they used it for research and then went further. Worrying answer: they didn’t prepare, or they let the tool do all the thinking.
2. “Show me an email AI wrote for you, and the version you sent.” HubSpot’s research says 98% of sellers edit AI drafts. You want to see the edit. That’s where judgement lives.
3. “Tell me about a time AI got something wrong.” Everyone who uses these tools has a story. If they don’t, they either haven’t used them much or haven’t noticed. Both are worth knowing.
4. “What part of your job would you never hand to AI?” There’s no right answer. But a thoughtful one tells you they know where their real value is.
5. “What did you do with the time it saved you?” The whole point of AI in sales is more time with customers. If the time went into more admin, the tool didn’t help.
And for candidates
If you’re the one being interviewed, be ready for these even if nobody asks. Bring an example. Show your edit. Be honest about what went wrong.
Being “good with AI” won’t be a line on a CV for long. It’ll just be part of being good at the job.
Hire the judgement, not the tool.
