You're Paying for AI (But are You Really Using It?)

You got Agentforce...but where’s the ROI? 

The Salesforce job market is shifting in 2025. As AI adoption ramps up—especially with tools like Agentforce—we’re seeing a slowdown in hiring for traditional roles. The game is changing, and so are the skills in demand. 

In fact, Marc Benioff announced that the company would not be hiring additional software engineers this year, attributing this decision to a 30% boost in productivity achieved through AI integration.   

Companies are investing in Salesforce’s AI capabilities—including Einstein, Agentforce, and copilots. However, they’re still struggling to activate the full potential of these AI features to drive biggest gains.   

And this is due to a combination of strategic, technical, and operational reasons. Here's a breakdown of the most common barriers:  

  [This article is independently published by Inclusion Cloud based on our experience as Salesforce partners. Salesforce is not responsible for the views or content expressed.]   

1. Underutilization of AI and Automation Features  

Many companies pay for advanced capabilities like Agentforce, Einstein AI, or Salesforce Copilot, but don't implement them fully—if at all. This happens because:  

• Teams aren’t trained to design or manage AI workflows.  

• There’s no clear internal ownership for AI feature adoption.  

• Businesses don't fully know what these tools can do beyond basic automation.  

2. Talent Mismatch  

Traditional Salesforce teams—focused on admin tasks or CRM maintenance—often lack the AI, data, and integration skills needed to deploy the platform's newer capabilities:  

• There's a shortage of AI workflow designers and integration specialists.  

• Existing admins may feel overwhelmed or unsure how to pivot to these new roles.  

3. Disconnected Systems and Workflows  

Salesforce works best when it’s integrated into the full digital ecosystem. But:  

• Many orgs still operate in silos, with data fragmented across systems.  

• Without proper integration, AI agents can't function effectively across the enterprise.  

• Manual handoffs and legacy processes slow everything down.  

4. Missing Strategic Alignment  

In many organizations, Salesforce is still primarily viewed as a CRM tool—not yet as a platform for end-to-end execution. As a result:  

• Features like Agentforce or AI copilots are seen as “add-ons” rather than core business enablers.  

• There’s no clear roadmap for how to use AI to transform sales, service, or operations.  

5. Time and Resource Constraints  

Even when the vision is clear, internal teams may not have the bandwidth to:  

• Experiment with new tools  

• Design and test automations  

• Handle change management and training  

Instead, Salesforce sits in “maintenance mode”—technically alive, but not driving innovation.  

6. Pressure to Cut Costs  

In the current economic climate, companies often downsize their Salesforce teams or delay hiring new roles. This limits the ability to:  

• Implement new features  

• Run pilot programs  

• Train users on new capabilities  

The irony? These same AI features are often the key to doing more with less.  

Where Will the New Resource Demand Come From?  

As companies look to get more out of their Salesforce investment, we know that AI agents and Agentforce will be the catalysts. But this leaves us with the following question: Where will the new Salesforce resource demand come from? Well, we can identify four places:  

 AI Workflow Designers  

Companies need talent who can reimagine business processes—like lead qualification, case routing, or contract generation—with Agentforce agents at the core.  

Prompt Engineers & AI Analyst  

Working with Salesforce’s copilot layer, these roles will define how users interact with data and processes using natural language. It’s a hybrid skill set that blends UX, automation logic, and business context.  

AI Integration Architects  

Connecting external systems, building APIs, and embedding agents into cross-functional workflows will require a new layer of technical expertise.  

AI Adoption Leads  

Organizational change around AI is just as critical as technical enablement. Roles that drive internal adoption—training, governance, process refinement—will become more central.  

The Salesforce Partners are More Important than Ever  

You already have the licenses. You have Agentforce. You’ve made the investment—but here’s the real question: Are you seeing the return?   

Many companies are reassessing their Salesforce investments due to several key factors. The economic uncertainties are leading to tightened budgets, resulting in delayed software purchases and contract renewals. On the other hand, there's also a shortage of certified resources for AI workflow design and integration.   

This current shift in the Salesforce ecosystem isn’t just about right-sizing teams or adjusting budgets. It’s about something deeper: redefining Salesforce as an AI-first, execution-ready platform that can adapt to new business models and accelerate outcomes.  

But this kind of transformation didn’t happen with yesterday’s methodologies. And that’s why Salesforce partners are more critical than ever. We’re not just extra hands; but accelerators that can help you:  

• Bring in AI-specialized roles—workflow designers, prompt engineers, and integration architects—without the long hiring cycles.  

• Redesign processes around AI agents to unlock automation and real-time execution.  

• Activate underused features like Copilot and Agentforce and embed them into daily operations.  

• Deliver outcomes fast while maintaining cost control and agility.  

The Salesforce market isn’t collapsing. It’s correcting.  

And for companies, that means a rare opportunity: fewer hiring commitments, more resource availability, and smarter paths to value. But I understand that exploring them can be challenging, especially when you’re leaving money and performance on the table.  

If you're looking to do more with less—and make every Salesforce dollar work harder—DM me. As an official Salesforce partner, I’m always glad to help and hear about new projects!