How AI Will Change the Way You Do Business as a Salesperson

Jun 10, 2024

The advent of artificial intelligence (AI) is set to revolutionize the role of salespeople in ways we are only beginning to comprehend. As AI technology becomes more sophisticated, it promises to enhance efficiency, provide deeper insights, and transform the dynamics of customer interactions. But what does this mean for the future of sales professionals? Will they become obsolete, or will their roles evolve to add even greater value?

The Evolution of the Salesperson’s Role

Traditionally, salespeople have been the linchpin of business growth, relying on their skills in persuasion, relationship-building, and market knowledge. However, AI is poised to augment these skills by providing sales professionals with powerful tools to streamline their work and enhance their capabilities.

1. Data-Driven Insights: AI can analyze vast amounts of data to uncover trends and insights that would be impossible for a human to detect. This enables salespeople to tailor their pitches more precisely to the needs and preferences of individual customers, improving their chances of closing deals.

2. Lead Scoring and Qualification: AI systems can evaluate leads more efficiently by analyzing historical data and identifying patterns that indicate a high likelihood of conversion. This allows sales teams to focus their efforts on the most promising prospects, thereby increasing their productivity.

3. Automation of Routine Tasks: Many routine tasks, such as data entry, follow-up emails, and scheduling, can be automated using AI. This frees up salespeople to concentrate on more strategic activities, such as building relationships and crafting personalized sales strategies.

The Future Value Add of Salespeople

Despite the transformative potential of AI, the human element remains crucial in sales. Here are some ways salespeople will continue to add value:

1. Building Relationships: Trust and rapport are fundamental to successful sales. While AI can provide data-driven insights, it cannot replicate the human touch that builds genuine connections with clients.

2. Understanding Nuances: Sales often involve understanding subtle cues and emotional undertones. Human salespeople can navigate complex interpersonal dynamics and adapt their approaches in ways that AI cannot.

3. Creative Problem Solving: Sales professionals often need to think creatively to address unique challenges and objections from clients. This type of innovative problem-solving is something that AI, which operates within the parameters of its programming, cannot fully replicate.

A Personal Story: The AI Sales Experience

A few months ago, I was approached by an AI company offering virtual salespeople. Intrigued, I agreed to a demonstration. During the call, I interacted with the representative, asking a variety of questions and even sharing a few jokes. Towards the end of our conversation, the representative suggested setting up an appointment to discuss further. It was at this point that I discovered the person on the other end was not a human but an AI virtual salesperson.

The AI had been so convincing and engaging that I hadn’t suspected a thing. The cost of hiring one of these AI salespeople was quoted at $50,000 per year. This experience left me pondering: will this catch on?

The Impact of AI on Sales Efficiency

The use of AI in sales can undoubtedly make salespeople more efficient and effective. By automating routine tasks and providing actionable insights, AI allows sales professionals to focus on what they do best: selling.

However, the human touch remains irreplaceable. AI can handle the data and logistics, but it cannot replicate the empathy, creativity, and personal connection that human salespeople bring to the table. In fact, by taking over the mundane aspects of the job, AI can free salespeople to be more strategic, creative, and customer-focused, potentially making them even more valuable.

AI is set to transform the role of the salesperson, but rather than rendering them obsolete, it will likely make them more efficient and effective. By leveraging AI to handle routine tasks and provide data-driven insights, sales professionals can focus on building relationships, understanding customer needs, and solving problems creatively. The future of sales will be a blend of human ingenuity and AI-driven efficiency, creating a powerful combination that drives business success.

The story of my interaction with the AI virtual salesperson demonstrates that while AI can mimic human interactions impressively, the true value of sales lies in the unique qualities that only humans can provide. As AI continues to evolve, salespeople will need to adapt, but their role will remain crucial in the ever-changing landscape of business.


Written by: Hans Hansson

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Hans Hansson is the President of Starboard Commercial Real Estate. Hans has been an active broker for over 35 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email [email protected] or call him at (415) 765-6897. You may also check out his website,