I suppose it was only a matter of time before I had to step onto the bandwagon and address the topic everyone seems compelled to have an opinion about: the future of sales and AI. I’ll be direct—I don’t know exactly where it’s headed, and I’m not nearly as concerned as some think I should be. I recognize that this stance may come across as old-fashioned, dismissive, or unprepared for what’s coming, but hear me out. I, too, have taken a long drink from technology’s love potion. I use AI daily, find it incredibly valuable, and am genuinely impressed by what it can do. I don’t subscribe to the idea that robots are coming to take our jobs or wipe us out, but they are here to challenge us. If history has taught me anything—from the rise of the internet onward—it’s that you should never underestimate the human will to adapt and survive. We’ve endured far more disruptive forces than AI, and when you consider what the world is truly capable of, artificial intelligence barely registers as the most frightening. But I digress. This is simply my turn to add one more confident, largely unsubstantiated opinion to the growing pile.
One thing is clear: people are still amateurs with AI, and it shows. Much like the early days of Photoshop, it’s often painfully obvious when artificial intelligence is being used. Yes, the technology evolves rapidly, but people do not. We tend to stagnate, change slowly, and repeat predictable patterns. Fifteen years ago, I assumed the internet would put insurance agencies out of business. It didn’t come close. Not because agencies brilliantly reinvented themselves—though many adapted—but because people still preferred dealing with other people. Online insurance carved out its share, but traditional agents remained relevant. Humans intuitively recognize when something feels hollow. We tolerate it briefly, but ultimately gravitate back to authenticity. AI is one of the most impressive tools of my lifetime, but let’s be honest: technology has had countless opportunities to eliminate salespeople, and it has failed every time. Why? Because despite what people claim, they still value salespeople and want a human element in the process. There is ample room for AI and salespeople to coexist—if we’re intentional. Here are five ways to help make that happen.
- Use AI to enhance preparation, not replace conversations – AI can research, summarize, and organize information faster than any human. Use it to show up better prepared—not to avoid real dialogue.
- Let AI handle efficiency; keep humans responsible for empathy – Automation excels at speed and accuracy. Trust-building, emotional intelligence, and nuance remain firmly human responsibilities.
- Avoid outsourcing authenticity – Prospects can sense when communication feels artificial. AI should refine your voice, not replace it.
- Focus AI on consistency, not persuasion – Follow-ups, reminders, and data management are ideal AI tasks. Influence and decision-making still require human judgment.
- Remember why sales still exists – Sales is not just information transfer—it’s reassurance, confidence, and trust. AI supports that process; it does not eliminate it.
