Why Salespeople are Still Essential in an Age of AI


Artificial intelligence (AI) is transforming many aspects of modern life, including the way we do business. You’ve probably noticed that ChatGPT and other AI language bots have gotten a ton of media attention lately, mostly aimed at how AI could replace jobs sooner than we think. In fact, McKinsey has recently released a prediction that Artificial intelligence could displace 15% of workers by 2030! However, despite the rapid advancements in AI technology, there is still a compelling case to be made for why salespeople are essential in today’s business world. Here are a few reasons why:

  1. Human Connection
    One of the most important roles of a salesperson is to build strong relationships with customers. Remember that people buy from people. While AI can automate many routine sales tasks, it still lacks the ability to form human connections with customers. Salespeople are able to empathize with customers, understand their needs and concerns, and establish a rapport that is essential for building trust and closing deals.
  2. Understanding Customer Context
    Another important reason why salespeople are still needed is that they can bring a deeper understanding of customer context to the sales process. AI systems can analyze data and make predictions, but they don’t have the ability to understand the subtleties of human behavior and motivation. AI builds content based on inputs fed to it from prior experience, meaning it is only as smart as the information that is fed into it. Salespeople, on the other hand, can use both their experience and intuition to understand the motivations and challenges of their customers. Real salespeople can then use this knowledge to craft a compelling value proposition that resonates with the prospect.
  3. Emotional Intelligence
    Emotional intelligence is the ability to understand and manage emotions, and it’s a critical skill for salespeople. Salespeople need to be able to navigate complex emotional dynamics and navigate difficult conversations, and AI systems simply aren’t capable of replicating this level of emotional intelligence. By leveraging their emotional intelligence, salespeople can build stronger relationships with customers and close more deals.
  4. Closing Deals
    Finally, despite advances in AI, salespeople are still essential for closing deals. AI systems can support the sales process by providing data and insights, but they can’t replace the critical interpersonal skills that are necessary for successful sales. Salespeople need to be able to communicate effectively, negotiate with customers, and close deals in a way that is tailored to their specific needs and concerns.

Wrapping Up

So, while AI is transforming the sales process, salespeople are still essential for success. By building strong relationships with customers, understanding customer context, leveraging emotional intelligence, and closing deals, salespeople bring a level of human expertise and insight to the sales process that is simply irreplaceable. So, even as AI continues to evolve, the role of the salesperson is likely to remain a critical part of the modern business landscape.


As Founder and CEO of Visualize, Scott spearheads the company’s overall strategic direction, planning and execution. Scott has over 25 years of experience in sales and sales leadership, building profitable companies.