Why Selling Better Than AI Is Vital

I read recently on the thoughts of American economist Tyler Cowen. Author back in 2013 of Average Is Over. Whose premise being AI would hollow out middle-ranking white collar work, with a few precious lucrative roles open at an elite level above, and more lower-paid menial tasks below.

I here adapt his foreseen [via columnist Rohan Silva, sub'n req'd] central consequence;

“If you are a [salesperson] who is only slightly better than the bots, you may lose respect and income. The exceptional [sellers] … will command more attention and status. And as successive generations of [AI models] improve, these rewards will be doled out to a smaller and smaller percentage of [salespeople].”

The journalist proffers an attractive niche beckons. Where;

"your career strengths — human relationships, network, strategy and so on — are hard for AI models to replace"

Whilst right now it feels questionable that brand new Enterprise Sales Dept roles will emerge anytime soon in our world of relationship-driven solution selling, it does seem a given that the nature of skillset within existing roles will evolve apace. For example emphasis may shift, if it hasn't already, towards such as;

• identify optimum process and offer refinements, or provide ideas for elements missing ripe for trying
• spotting people within firms inside sectors that exhibit behaviours associated with the problem we uniquely resolve
• running meetings, workshops and pitches - in person, on phones, over video - which are distinctive and superior to any competition

Angles which when active today, are (often or if at all, casually) the remit within management or support. Yet destined soon to grow into the daily quota-carrier's routine?

Indeed, could it be that Sales is the one career set to trailblaze as one of the vaunted “hybrid professionals”? Where the role becomes all about integrating and augmenting AI, rather than being merely replaced by it?

While I've seen claims on AI-enabled selling leaps, actual evidence appears thin on the ground.

In one sense, those realising such gains may well wish to keep their light under the auto-repping bushel. You'd imagine though any vendors or creators of such would be particularly vocal. What with the investment presently flooding their pursuit. Let alone those visionary execs that scoped, deployed and managed it. Yet they stay silent.

But until there's genuine ability to pre-engage actual prospects, build an attention-grabbing slidedeck, or even adroitly plan, navigate and conclude a campaign, it seems prudent to focus on IA - Intelligence Augmented - in our field rather than pure AI for the sake of it.

Can you articulate this? And are you ready? Go!