Sales teams have spent years trying to claw back time from admin, fragmented workflows, and repetitive follow-up tasks. According to Alex Patterson, RVP Europe North at monday.com, AI agents may finally give salespeople a practical way to shift more of their energy back toward customers.
In this UC Today interview, Patterson speaks with host Marcus Law about monday.com’s move toward becoming an AI work platform where people and agents work side by side. The discussion builds on monday.com’s wider agentic AI strategy, including its work to open its platform to AI agents and support agents that can operate inside business workflows, not just sit around them.
For sales leaders, Patterson says the real opportunity is not replacing human sellers, but reducing the execution burden that often keeps them away from customer-facing work. Sellers can spend a significant share of their time on non-customer-facing activity, creating a clear opening for AI agents to support high-volume, low-variability tasks such as prospect research, preparation, data entry, activity logging, and basic follow-ups.
How AI Agents Are Changing Sales Workflows
That focus aligns with monday.com’s own product direction. The company has described its monday agents as AI-powered specialists that can help teams execute multi-step work, with early use cases in monday CRM focused on sales development activity such as lead engagement, enrichment, qualification, and CRM capture.
Patterson also explains that AI adoption needs discipline. Leaders should start with the “why” and define the role an agent should play, almost as if writing a job description. Clear scope, governance, testing, and accountability are all critical if agents are going to operate safely inside important business workflows. That matters as AI agents in unified communications and collaboration become more capable, more autonomous, and more embedded in daily work.
Measurement is another key theme. Patterson says agent performance should be tracked through objective metrics such as speed, accuracy, data quality, and coverage. Human performance, meanwhile, should increasingly focus on higher-value outcomes such as win rate, deal size, and relationship depth.
Ultimately, Patterson argues that human trust and commercial judgment remain non-negotiable in complex sales. AI agents can extend the team, but people still drive credibility, relationships, and the final decisions that matter. Gartner has also noted the growing role of AI agents in sales, underlining why sales leaders need to prepare for a future where digital colleagues become part of the revenue operation.
