New Data Reveals the Majority of Sales Professionals Are Embracing AI-powered Technology, Recognizing It as a Facilitator Rather Than a Disruptor

The 6sense 2024 State of the BDR Report Release Coincides with Annual BDR Appreciation Week and Highlights the Ever-Evolving Needs of Sales Teams

The role of the Business Development Representative (BDR) is evolving – and there is promising data indicating that they are eager to embrace emerging technologies like Artificial Intelligence (AI) and Generative AI. The 2024 State of the BDR Survey found that of the nearly 300 surveyed, 65% of BDRs have a positive attitude towards AI tools, believing that they make their role more productive.

The study results are released as part of 6sense’s fifth annual BDR Appreciation Week, a week dedicated to elevating and spotlighting professionals in the role across B2B enterprise, taking place February 26 through March 1.

“Arming sales teams with AI-powered tools isn’t just about automating tasks; it’s about amplifying human potential”

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2024 State of the BDR Survey

The fourth-annual survey conducted by 6sense asked BDRs about their roles, overall use of AI-powered solutions, related training, and sentiments.

According to those polled, AI tools have seen widespread adoption among BDR teams, with 39% of respondents reporting that they use at least one, such as call coaching, conversational email, email writing assistants, and call assistants. In addition, notable findings include:

  • BDRs that use at least one AI tool report that they have largely had a minimal (33.0%) or moderate (38.5%) amount of training on AI tools.
  • Of those, 83% of BDRs indicated that they have received at least minimal training on AI tools to help them accomplish their goals.
  • A mere 9% feel AI tools are a threat to the future of the role.

These findings underscore the rapidly evolving workplace and how Artificial Intelligence is molding the landscape of employment and influencing how professionals and businesses adjust to this burgeoning technology.

However, while AI is transforming numerous roles, especially in sales and marketing, soft skills are still critical to an individual and organization’s success and will be difficult to replace.

“Arming sales teams with AI-powered tools isn’t just about automating tasks; it’s about amplifying human potential,” said Kerry Cunningham, Head of Research & Thought Leadership at 6sense. “By streamlining routine processes, AI can liberate sales professionals to focus on what truly matters: forging genuine connections and nurturing customer relationships that drive lasting business success.”

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