Do you think AI will level the playing field when it comes to sales talent? Why?
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CRO in Services (non-Government)10 months ago
Good question and timely topic. We're at the stage now where we need to be looking for TQ (tech quotient). Depending on the solution, someone with a high TQ but semi decent career history, may outpace and outperform a seasoned rep who's not really adapted to the times. I'm already witnessing AI-reluctance with some of the gtm teams I support.CSO10 months ago
Hi Hannah, how is AI enabling the high TQ rep to outperform, in your context?
CRO in Services (non-Government)10 months ago
It can aid efficiencies. The biggest use case for AI at present is a co-pilot to automate particular tasks right? So, if you think about a rep who can whip together tools, leverage Ai, spin up GPTs to assist both them and prospects with their buying journey, you may find they can outperform. Now this is a very narrow view and doesn’t consider other variables.
VP - Practice Management & Retirement10 months ago
No. Definitely not. AI will help in many areas, but sales is a face to face skill that takes interpersonal communication and that special breed of person who knows when to push, relax, pull, close, turn away, etc.VP of Sales in IT Services10 months ago
Not a chance. Ai can help with repeated and heavy tasks. But an informed purchaser needs and informed seller. Now ask again when we get pst the uncanny valley type AIs..maybe will be different. Could I buy from a terminator type if it had a neutral accent, then maybe yesCSO in Software10 months ago
I don’t think AI will level the playing field any more than the Internet has leveled the playing field for sales people. The Internet is critical for a modern sales person, but it is how you use it to research, prepare, and execute your sales strategy that will set you apart from others who do the same poorly or not at all.The same goes for AI. Everyone will have access, but those who are set apart and stronger in their execution and creativity will win. Those refused to use it or learn it will flounder and ultimately fall behind.
Using AI for lead generation or business development engagement carries the risk that someone will develop AI to filter out such interactions. In addition, relying solely on AI to write pitches without understanding the value your products deliver will make you appear less genuine to customers.
AI has great potential as a coach and thought-refinement tool, but as a replacement for genuine human interaction, its effectiveness will gradually diminish.