Do you do not forget that Will Smith film from 2004 referred to as I, Robotic? If you happen to’ve by no means seen it, this is a really high-level synopsis of the movie. It takes place within the yr 2035, and humanoid robots principally do all the roles people do not wish to do.
Ultimately, they grow to be self-aware and revolt in opposition to all humanity. And Will Smith, who performs a police detective, stops them. At the least I feel he does. Admittedly, I do not keep in mind the film that properly — aside from one scene.
On this scene, Will Smith is speaking to one of many robots alone and asks it, “Can a robotic write a symphony? Can a robotic flip a canvas into a phenomenal masterpiece?”
To which the robotic replies, “Are you able to?”
It is a fairly strong comeback for a robotic — however Will Smith ought to have responded with, “Oh yeah? Properly, can a robotic promote gross sales software program to a enterprise of any measurement?”
Right here, I spoke with high gross sales consultants to debate whether or not or not robots might actually exchange gross sales reps. Let’s dive in.
Why Some Reps Are Nervous
Based on HubSpot’s State of AI report, salespeople are evenly cut up on the subject of AI and job safety. 42% are involved about AI changing their job within the subsequent few years, whereas 42% will not be.
This is not too shocking — in any case, AI is turning into extra refined, and a few occupations will probably be extra susceptible than others to the rising tide of automation.
Even now, we’re seeing robots changing sure sorts of employees. Typically talking, these positions are extra data-oriented and quantitative in nature.
As Vajra King, Senior Account Govt at HubSpot, places it, “Most individuals assume AI will exchange society from the underside up — from the blue-collar to the white-collar. In actuality, AI has already changed many white-collar jobs within the authorized, underwriting, and medical diagnoses areas. However it hasn’t been capable of handle the day-to-day duties a plumber or electrician performs.”
He provides, “Nonetheless, there isn’t any denying that there is a quantitative nature to gross sales — negotiation, vendor administration, and finances constraints all require folks to know the numbers and make choices primarily based upon them.”
Too A lot Automation?
AI’s capacity to automate sure parts of gross sales jobs has some gross sales reps involved.
As Nicole Bhatia, Account Supervisor, advised me, “Do I, as a salesman, fear {that a} robotic would possibly steal my job? Sure. I do fear about that. I work for an organization that sells AI that may exchange a gross sales rep. I see firsthand the enterprise demand to automate the lead qualification and lead nurturing processes — to maneuver away from conventional gross sales techniques.”
That being stated, there’s rather more to gross sales than quantitative tasks. There’s additionally the human aspect of promoting. The connection-building. AI’s incapability to deal with that aspect of the method retains many reps from dropping sleep over the prospect of robots stealing their jobs.
Why AI Will not Take Gross sales Jobs
1. AI would not have emotion.
Gross sales is an inherently emotional discipline. Prospects aren’t swayed solely by figures introduced to them. There is a vital human factor to conveying the worth of a proposition.
Bhatia echoes this level, telling me, “After six years promoting, I do know that making a buying resolution is an emotional course of — the bigger the acquisition, the extra emotionally taxing the buying resolution.”
She provides, “Even when you’ve spent months researching choices to tell your shopping for resolution, pulling the set off on a purchase order that may change your organization’s monetary future is horrifying.”
2. AI cannot construct their prospects’ confidence within the buying course of.
When patrons really feel assured about their capacity to navigate a shopping for resolution, they’re 2.6x extra probably to broaden an current relationship than those that lack confidence, in line with Gartner.
However solely a human salesperson can faucet into their prospects’ feelings and calm their doubts or fears. Machines cannot supply that form of reassurance.
As Bhatia places it, “My job as a gross sales rep is to validate my prospects’ fears and issues and problem them the place their considering is unfounded — to shoulder a part of the accountability of serving to a enterprise make the fitting buying resolution.”
“I make my prospect really feel secure sufficient to finish a transaction in a well timed method when their pure urge is perhaps to kick the can down the street as a result of concern of constructing a improper resolution,” she continues.
3. AI cannot successfully convey worth.
Gross sales is, largely, the artwork of conveying worth — one thing AI hasn’t fairly pinned down but.
As Vajra places it, “Price issues, however worth issues extra. There is no scarcity of research suggesting that individuals behave by shopping for what they need earlier than shopping for what they want.”
He provides, “In gross sales, profitable reps play on worth as a result of price is fastened, whereas worth is perceived. By the artwork of communication, negotiation, compassion, and understanding, worth may be demonstrated in a manner that our greatest algorithms are many years away from fixing for.”
4. AI lacks empathy.
On the finish of the day, our reps’ ideas on why AI will not take gross sales jobs boiled all the way down to its lack of distinctly human traits — specifically, empathy.
As Inbound Progress Specialist Kieran Quinn frames it, “Whereas a pc may need extra technical information than I ever might, empathy is essential in any gross sales course of. And so far as I do know, you possibly can’t program empathy.”
Carl Ferreira, Senior Account Govt, provides, “Bots won’t ever take the place of a wonderful salesperson. Belief is constructed by significant conversations and emotional connections which can be required in any sale — all of which bots can not facilitate. Bots facilitate transactions.”
He continues, “The complexity of any gross sales would not come from a product. Complexity in any sale stems from the truth that people are advanced and people connections and relationships require navigation, empathy, creativity, and curiosity.”
Again to You
Finally, gross sales requires a contact of humanity that AI cannot supply. Folks must be set relaxed earlier than making main buying choices. As of proper now, robots lack the traits essential to make that occur. In the intervening time, gross sales reps should not fear about AI taking gross sales jobs.
The world portrayed in I, Robotic is way off. Till the day that film turns into actuality, I would not fear about dropping your gross sales job to AI. And even when a robotic rebellion takes place and all of humankind has to battle for survival, I am fairly certain folks will nonetheless be higher at gross sales than robots.
