Will Your Next Rep Be a Bot?
AI compliments salespeople, but it won’t replace them. Are we sure about that?
More than half of the average buying process today is completed before contact with a sales representative is made. Forrester research shows that 68% of buyers prefer not to deal with a sales rep at all.
So how can it be said with certainty that advancements in AI, which are sure to come, will not make sales reps obsolete?
An article entitled “5 Reasons Why AI Will Never Replace Salespeople” on a LinkedIn discussion page called The Daily Sales, tried to make that case. Here is the reasoning.
The human touch – Building relationships, emotional intelligence and empathy – all things AI is not (currently) capable of – are core elements of successful sales.
Complex problem solving – Sales requires probing questions and complex problem solving that AI cannot master.
Personalizing customer experience – AI can provide insights that assists with personalization, but it is not able to develop the deep understanding necessary to build trust and respect.
Strategic thinking – It is a salesperson’s strategic thinking that turns AI-generated insights into a competitive advantage.
Human judgement – AI has no moral compass. Salespeople can navigate complex ethical situations, make decisions that reflect their values, and maintain the trust of their clients.
Are you convinced AI will be a team maker, not a team breaker? A dissenting commenter on the LinkedIn post stated, “Most of the points outlined, ChatGPT can already do. What’s ironic, though, is this article is AI-generated and nobody caught that. Imagine what AI can do in 5-10 years.”
Author
Get our newsletter and digital focus reports
Stay current on learning and development trends, best practices, research, new products and technologies, case studies and much more.
