Quotas don’t win deals. Influence does.
In 2025, buyers are informed, AI automates the busywork, and every competitor has the same features. The one advantage that actually moves revenue? Reps who can connect, listen, and guide with empathy.
Yet most enablement programs still train activity, not influence. They obsess over scripts and dashboards while ignoring the soft skills that actually close deals. If your win rates are flat or your pipeline feels transactional, this is why.
It’s time to stop managing output—and start coaching influence.
Why Traditional Playbooks Are Broken
AI Has Changed the Game (Yet Still Struggles To Build Trust)
The 2025 State of Sales Enablement report shows that AI will impact 25% of sales roles within two years. Today, AI tools draft emails, analyze calls, and eliminate admin work. But no algorithm can replace the human ability to build trust.
AI can accelerate sales—but influence is what makes buyers say yes.
Buyers Are Driving Their Own Journeys
Modern B2B buyers are self‑directed. According to the same report, 78 % of buyers prefer to self‑educate before speaking with a sales representative. When they finally talk to your team, they don’t want a product pitch. They’ve done their research and expect meaningful dialogue from someone who can understand their goals and help them buy. Sellers who rely on canned pitches come across as robotic, while those who demonstrate influence by listening and adapting make prospects feel understood.
Influence vs. Traditional Sales Skills
Influence is not charisma. It’s not manipulation. It’s a trainable skill rooted in emotional intelligence (EQ)—the ability to read the room, adapt in real time, and create alignment.
Here’s why it matters:
- 58% of professional success is tied to EQ.
- Each 1‑point EQ increase = +$1,300 in annual earnings.
- High‑EQ reps generate 2x more revenue than peers.
- Teams that hire for emotional competence see 63% less turnover.
Even Harvard Business Review and the World Economic Forum cite EQ as the #1 differentiator for leaders. If EQ determines who leads industries… why wouldn’t it determine who leads in sales?
Conclusion
Sales in 2025 aren’t about memorizing scripts or overwhelming prospects with features. They’re about connecting at a human level, leveraging AI for insight and letting influence guide the conversation. Influence‑first coaching, powered by Dextego’s AI, turns emotional intelligence into a measurable, repeatable skill. The question isn’t whether your team can afford to develop influence—it’s whether you can afford not to.
