As AI becomes a more everyday part of business, questions arise around its consequences for sales jobs. The good news is that, while the salesperson of the future will look rather different, their role will not become obsolete.
The fastest growing skill on LinkedIn
When 200 of LinkedIn’s Top Voices were asked about their Big Idea for 2019, one in four mentioned some application of AI as a major shaper of business structures and strategies.
‘While 2018 was the year of AI hype, it feels like we’re at an inflection point where these technologies are being incorporated into more of the tools we use every day,’ explains Sharon O’Dea, co-founder of communications consultancy Lithos Partners.
Six of the 15 most promising emerging jobs of the past year in the US relate to AI, with it being the second most in-demand hard skill employers are seeking in potential employees.
AI skills are now among the most sought-after capabilities in the global job market. According to LinkedIn, demand for artificial intelligence expertise has grown by 190% worldwide, making it the fastest-growing skill among professionals today.
This trend spans every industry — from medical research using AI algorithms to predict health risks, to AI tools helping surfers identify the next big wave. The sales industry is no exception. AI is already transforming sales by reshaping how salespeople work, make decisions, and connect with customers. As AI continues to evolve, it will redefine what success looks like in modern sales strategy and sales enablement.
AI and the changing face of the sales industry
In an earlier article on the future relationship between salespeople and technology, we shared Peter Schwartz from Salesforce’s view that ‘the future of sales is artificial intelligence (AI)’. The discussion around AI and the future of sales often includes seemingly contradictory predictions. While some experts fear that AI will make sales jobs obsolete, a closer look reveals a different story. We believe that technology won’t replace salespeople—it will redefine their role and create new opportunities across the industry.
At the heart of every successful sale lies the human relationship. AI can’t replace human connection, empathy, or trust. Instead, it enhances how sales professionals understand, anticipate, and serve their customers’ needs. By leveraging AI, salespeople can access real-time data, uncover valuable insights, and personalize their approach more effectively than ever before.
The sales jobs of the future will look different: salespeople will act as informed consultants, not just order takers. Their value will come from their creativity, emotional intelligence, and ability to use technology strategically.
The future of sales depends on human-AI collaboration. People remain in control—designing, interpreting, and applying AI-driven insights to achieve better outcomes. We tell computers what to do, not the other way around.
As AI becomes a natural part of the sales process, salespeople don’t need to fear being replaced by machines. The real risk lies in being replaced by another salesperson—or another company—that uses intelligent sales technology more effectively.
Also read: Why the future of sales is about people… with technology
Sources:
https://www.linkedin.com/pulse/50-big-ideas-2019-what-watch-year-ahead-isabelle-roughol/
