AI.

Those two letters can incite everything from tremendous excitement to existential dread, particularly in the world of sales.

The questions on everyone’s lips seem to be: “Will I be out of a job?” and “Will I be negotiating deals with a robot soon?” Or perhaps the most pressing, “Can it do my expenses for me before the end of quarter deadline?”

AI’s Exponential Growth Curve

In reality, understanding AI’s impact on sales is a bit like trying to predict the Melbourne weather. We know it’s going to change, but the specifics can be… elusive.

The reason? AI is developing at an exponential rate.

It’s not just getting better, it’s getting better faster.

If you’re not familiar with exponential growth (don’t worry, it’s not a prerequisite for being a cracking salesperson), it’s a bit like compounding interest. The better AI gets, the better it gets at getting better. If that’s a bit of a tongue twister, think of it like this:

Remember when you first started in sales and it took you a day to prepare for a pitch? And you spent two hours researching a prospect before you picked up the phone – only to go to voice mail every time? But as you got better, you started preparing faster and faster, and your pitches got better too. That’s AI’s growth in a nutshell.

AI has made significant strides in the sales industry, but it’s not yet sealing deals over a virtual handshake (or a virtual pint, for that matter).

We’ve seen AI doing wonders in CRM automation—sorting leads, scheduling follow-ups, and even drafting emails so you don’t have to. You know, the kind of tasks that make you feel like you’re back in school doing administrative work instead of out there selling. AI chatbots are becoming increasingly sophisticated, handling customer inquiries at all hours, and have huge potential and opportunity.

Predictions And Possibilities For AI In Sales

One of the common concerns is the complete replacement of human salespeople with AI counterparts. However, the reality is unlikely to be so stark. Rather than envisioning a world where AI substitutes human interaction entirely, we should anticipate a future where AI and humans collaborate.

In this projected future, AI technology will be leveraged to automate routine tasks and perform data-heavy analysis. Meanwhile, humans will continue to excel in areas where they have always held an advantage: building relationships, empathising with clients, and using emotional intelligence to persuade and negotiate.

The Role of Humans in Sales

At the end of the day, we’re selling to humans. And as long as buyers are humans, there will be a significant role for human sellers.

Why? Because humans excel where AI still fumbles.

We understand unspoken cues, we empathise, we adjust our pitch on the fly when we see the client’s eyes glaze over.

In other words, we connect.

And until we have an AI that can convincingly laugh at a client’s joke about the weather, there will always be a need for the human touch.

However, let’s not dismiss our AI companions just yet. They’re fantastic at crunching numbers, analysing patterns, and optimising systems—all while you’re busy putting your feet up or working on your swing at the golf course.

The key isn’t to see AI as a threat, but rather as a partner.

After all, you wouldn’t begrudge a calculator for doing your taxes, would you?

Adaptation To Change Is Key

Adapting to change is, and has always been, the crux of success. Smart salespeople are the ones that will embrace AI.

Remember when email first came onto the scene? Or LinkedIn? Or CRM systems? There was a learning curve, there were moans and groans, but eventually, we all adapted and these tools became indispensable.

The same will likely be true of AI. It’s not here to steal your job, but to change it—to shift the focus from mundane tasks to the truly human elements of selling. As salespeople, we can’t afford to bury our heads in the sand. We must adapt, learn, and grow with the technology.

Here’s the exciting part: with AI taking on more administrative tasks, we humans are free to focus on what we do best—building relationships, understanding complex needs, and negotiating deals that leave both parties feeling like winners.

Imagine spending less time prospecting, less time re-phrasing that email over and over, and less time labouring over the design of your Powerpoint or Google Slides. Instead, there is the potential to be spending a vastly greater amount of your time with your clients and prospects actually helping the build solutions to their problems together.

So, how can you prepare for an increasingly AI-driven sales landscape? Start by educating yourself about AI and its applications in sales. Then, consider how you can incorporate AI into your own sales process. Look for opportunities to automate repetitive tasks and use AI-driven analytics to improve your sales strategy.

Remember, in a world of evolving AI capabilities, the most valuable “software” is still the one between your ears.

Keep that updated, stay adaptable, and you’ll be well-positioned to knock it out of the park, no matter what the future of sales looks like.