AI Sales Agents Need Better Data
Mike Vizard speaks with Kris Billmaier, EVP and GM at Salesforce, about AI sales agents and the changes they are bringing to sales teams. Billmaier says successful AI projects start with a strong data foundation. That includes CRM data, call recordings, emails and other customer signals. Without that context, AI agents can miss the details that make sales outreach useful.
Sales Teams Get Time Back
The conversation explores why many sellers spend too much time on non-selling work. Billmaier says AI sales agents can help with prospecting, lead follow-up, account briefs and meeting preparation. That gives salespeople more time to build relationships and act as strategic advisors. Instead of waking up to an empty lead list, sellers can review work that agents have already prepared.
Forecasting Becomes More Data-Driven
Billmaier also explains how AI could improve sales forecasting. Many forecasts still rely on gut instinct, incomplete updates or siloed data. AI agents can analyze customer conversations, pipeline activity and buying signals. That can give sales leaders a clearer view of deal health and revenue risk. It can also help finance, marketing and sales teams work from a more consistent set of facts.
Trust and Change Management Matter
The discussion makes clear that AI sales agents are not a simple replacement for people. Billmaier says companies need to decide what should be assistive and what can become autonomous. Teams should start with narrow use cases, set goals and keep improving the agents over time. Salesforce has seen that agents work more like junior employees. They need training, feedback and more context as they mature.

As agentic AI becomes part of go-to-market operations, companies will need better governance and cleaner data. They will also need a culture that helps sellers trust the tools. Billmaier says the biggest gains come when humans and agents work together to improve productivity, revenue visibility and customer relationships.