Artificial intelligence (AI) worries many a worker because in many cases their work could be replaced with robots and algorithms. Although apocalyptic visions of eliminating human labor didn't happen, the decrease in demand for manual workers is apparent in some sectors. This applies partially to sales as well, as clients can often choose their options online, everything takes place electronically, and it seems that the salesperson is no longer needed. However, there are several crucial reasons why the human factor can never truly leave sales.
Creative and unique solutions
As Forbes states, artificial intelligence can inherently function as the provider of a proposal only if the request is not in any way atypical or specific. Of course, even AI can offer some level of personalization, but always within pre-defined limits, and robots are not equipped to come up with anything outside the box.
Interpersonal relationships
People who see the future of business only in terms of automation forget that sales is not just about demands, offers and ideal solutions. There are long-term relationships that play a role in business, and the persona of the sales rep is crucial. That is the only way we can explain why there are people that go back to their favourite business representative even though there might be better offers somewhere else.
Providing information and consultation
Another thing that AI can never replace is the information and consultation function of the sales cycle. Many people go to a salesperson not only for a solution, but also for advice. Ideally, the salesperson should serve as a consultant who always proposes the best solution, no matter if it is theirs or not. At the same time, the rep should be an expert in the given field, equipped with current information that enables the client to decide correctly. All these factors can never be replaced by software.
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