03 May Will AI Take your Job?
There is so much speculation that AI is going to take over sales, and in a way people are right. Once sought-after and highly specialized jobs are going to be commoditized and fed into a machine. It’s appealing to think about saying:
“Hey Siri – get me some qualified pipeline adds.”
But is that realistic?
There are certain aspects of every job that can be fed into a machine for assembly. In the case of sales, I’m sure every single rep would agree that they could do with less notetaking during conversations, and more automatic scheduling post-call. Those two things alone would help them listen to the buyer and have a better conversation, and organize their outreach to be timely and relevant in the future.
Sales isn’t being commoditized, but aspects of the job already are.
The realistic view looks much better for the sales force, however. Sales in 2024 isn’t going to be an office full of Alexas taking orders and turning the sales pipeline into something you might see in a car factory. Its going to be an office of professionals that are so augmented by technology that productivity levels will be through the roof. Gartner predicts that in 2 years, 30% of all B2B sales organizations will have AI in their stack.
The most impressive thing that AI has to offer, however, is that it’s not just getting smarter than you – it will better you as a sales rep too. It’s no secret that the majority of Sales Mangers feel too busy to adequately train their sales force. OppSource Aptitude™, for example, takes conversation insights and boils them down into actionable, trainable data for Managers.
Our machine learning integration also understands what makes a deal close in your organization. It takes the building blocks from the deals that you win and coaches every single rep on what to say, how to say it, when to say it, and how often. It really will turn B players into A players, and A players into MVP’s.
Yes, there will be a point of diminishing returns in the future. Don’t get me wrong, we will still need sales reps to have conversations. You will never close out a complex sales cycle without a conversation, and that’s the way it will always be. But if an Inside Sales Rep is augmented by an external brain, they will have more time for more conversations. If machine learning DOES take away more sales jobs, it will be because quotas are higher and some reps in the herd might not be able to keep up.
But is this anything new?
How many sales reps got laid off when CRM’s made it to the downhill slope of the adoption curve? I’m guessing we will see a similar shift when it comes to AI. Machine learning will be so engrained in the modern Sales Cycle that it will make today’s CRMs look like the rolodex (Millennials click here for definition of a rolodex.)
We’re still in the midst of an exponential technological revolution, but that doesn’t mean sales jobs will go away. AI will change the way salespeople do their jobs, and for the better. This is just a humble prediction based on the industry at large, and what OppSource is already doing. The sales rep of 2020 looks less like the terminator, and more like you and I – just with a cooler tech stack.
What does your 2020 Sales Rep look like?