AI Is Coming. Should I Be Worried About My Job?

Dan:

I keep reading about AI. Should I be worried about my job?

Ed,

Dallas, TX

?

Ed:

Great question. Your concern about AI's impact on B2B sales jobs is valid and shared by many professionals. This phenomenon, known as FOBO (Fear of Becoming Obsolete), is a growing trend in today's rapidly evolving business landscape. AI is changing everything around us. And the short answer is yes, you should worry about your job. Almost everyone should have FOBO. We are at the beginning of a new revolution.

Just think of the fantastic revolutions we have experienced--Automobile, Farming, Industrial, Computers, Internet, Mobile Phones, Smart Phones, and the App Store to name a few.

Each one brought significant changes to the way we work, live, learn and play.

The AI revolution will do the same in many ways. And yes, like all the prior revolutions, some jobs will be added, some changed dramatically, and some gone forever.

Recently, AI companies have released agents, operators and assistants who can help with tasks such as:

·???? Prospecting

·???? Competitive Analysis

·???? Research / Meeting Preparation

·???? Market Research

·???? Booking Flights & Hotels

·???? Customer Support

Some of these agents are browser based, and others have been connected to “digital sales reps.” The very latest digital sales reps I have seen in action are VERY, VERY impressive. They “look and feel” like humans and have the ability to diagnose a client’s need, handle objections, take notes, follow up, highlight “unique competitive advantages,” discuss the competition, and handle price related questions. As of TODAY, they have the ability to replace many sales representatives. There is no doubt many sales leaders will be drawn to the ROI of a digital sales representative.??

My prediction:

Your chances of being replaced in the near term are high for those sales representatives who sell a product or solution with the following attributes:

·???? Simple transaction

·???? Low dollar investment

·???? Low risk

·???? Low-level decision maker?

Your chances of being replaced in the near term are low for those sales representatives who sell a product or solution with the following attributes:

·???? Complex transaction

·???? High dollar investment

·???? High risk

·???? High level decision makers

·???? A decision process involving various committees?

For these investments, people will buy from whom they trust. People will always prefer direct contact with humans. I don’t see that ever changing. The key question for B2B sales representatives has and will always be, "How can I earn my client’s trust, add value and help him drive success?" But don’t misinterpret my comment to say that AI will not play a significant role in your future. Remember that an AI digital sales agent leveraged by a Sales Superstar will outperform an average rep every day.

How should Sales Superstars respond to this new environment?

My strong recommendation, regardless of where you fit on the above spectrum is this: It is time to upskill and reskill. Here is what you can do:

·???? Master AI-Powered Tools: Integrate and harness the power of AI to your everyday life. Learn to use AI for lead qualification, customer insights, and personalized communications. Become an AI expert at utilizing AI information tools with powerful prompts.

·???? Develop Unique Human Skills: Focus on building trust, emotional intelligence, selection and complex problem-solving abilities that AI can't easily replicate.

·???? Major Opportunity Strategy: Become an expert at the deployment of major opportunity sales strategy.

·???? Stay Informed: Keep up with the latest AI developments in sales to stay ahead of the curve.

Remember, while AI will change the sales landscape, human relationships and trust remain fundamental in B2B sales. By embracing AI as a powerful ally rather than a threat, you can enhance your capabilities and secure your role in the evolving sales profession.?

Good Selling,