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Gartner Research

5 Critical Practices for Evaluating AI Agents for Sales

Gartner© predicts that by 2028, just 30% of sales orgs will successfully roll out AI agents—mostly due to challenges with data quality and company readiness.

 

This research highlights five key strategies to help sales leaders evaluate AI agents the right way. Whether it’ss matching agent capabilities to your team’ss needs; building strong security and governance; or making sure your team is set up for a smooth rollout and long-term success.

How to Choose an AI Sales Agent That Actually Works for Sales

Our takeaways from this 2025 Gartner report:

  • Define what matters. Not all agents are created equal. Learn how to identify and zero in on real sales agents with autonomy, memory, and goal-driven intelligence.
  • Demand more than flashy features. Cut through the noise. Discover how to evaluate agents based on their ability to take intelligent action, retain context over time, and integrate cleanly into your complex sales workflows.
  • Bulletproof your deployment. AI can’t succeed without guardrails. Get a clear checklist to assess workflow readiness, governance maturity, and enterprise grade controls – so you can scale AI safely, without breaking trust or compliance.

Characteristics of AI Agents Illustrative

5 Critical Practices for Evaluating AI Agents for Sales
Adnan Zijadic, Guy Wood, Dan Gottlieb, June 27 2025

This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from https://www.gartner.com/reprints/?id=1-2LGD9OPV&ct=250715&st=sb .
GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

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