Is Being a "People Person" Enough in the Age of AI Sales?

A common argument against AI in sales, especially in B2B and SaaS, is the importance of being a "people person." While interpersonal skills remain valuable, especially in field and enterprise sales, are they sufficient in the age of AI?

AI sales reps offer 24/7 availability and instant product expertise. This raises questions about the future of even routine SMB sales involving one or two calls, a sales model currently leveraging AI, as highlighted by Kyle Norton, CRO of Owner.

AI vs. Human Sales: Are Traditional Sales Roles Becoming Obsolete?

The impact of AI on sales roles and why being a "people person" is no longer enough.

The Changing Landscape of Sales Knowledge

Recently, an AI system accurately predicted lead generation for a specific prospect, prompting a human observer to remark, "I've never met a BDR this good." This highlights a significant shift in SaaS sales. We're witnessing the potential obsolescence of certain sales roles, happening faster than anticipated.

AI Sales Reps: Winning on the Basics

AI sales reps possess inherent advantages:

  • 24/7 Availability: Eliminates delays and scheduling conflicts.
  • Complete Product Knowledge: Instant access to every detail, feature, and integration.
  • Accuracy and Transparency: No overselling or misinformation. AI provides objective product information.

The Disappearance of Mediocrity in Sales

Mediocre BDRs face significant challenges. AI's ability to qualify prospects, deliver accurate information, and retain details surpasses average human performance. The traditional, often disliked, qualification process is particularly vulnerable.

Debunking the "People Person" Myth

The myth that "people like to talk to people" needs reevaluation. Clients seek solutions, not just friendly conversation. They value expertise, industry knowledge, and relevant experience over general rapport.

When AI Becomes the Preferred Choice

Early AI sales implementations reveal a surprising trend: customers often prefer interacting with a competent AI over a mediocre human, especially for after-hours inquiries, immediate information needs, and to bypass traditional sales processes.

Strategies for Success in the Age of AI Sales

While some sales roles are at risk, others remain highly valuable:

Still Valuable:

  • Solution architects with strong business acumen
  • Sales engineers with deep product and industry expertise
  • Account executives who provide valuable insights and experience

At Risk:

  • BDRs focused primarily on qualification
  • "People person" AEs relying solely on relationships

The Importance of Technical Knowledge

Technical and industry competence are now crucial. Sales professionals need in-depth product knowledge, industry-specific understanding, and the ability to tailor solutions based on similar deployments.

The Niche Exception: High-Touch Markets

Some markets, particularly those with non-tech-savvy buyers or complex enterprise deals, still prioritize human interaction. However, this preference may shift as AI evolves and digital natives become decision-makers.

Implications for B2B and SaaS Leaders

Sales leaders should evaluate their teams, invest in training, experiment with AI tools, and prepare for a more specialized sales organization. Individual sales professionals must enhance their product and industry knowledge, focus on complex scenarios, and consider specialization.

The Rapid Pace of Change

The transition to AI-driven sales is happening quickly. Early implementations demonstrate superior performance, and AI tools can be deployed rapidly. The "people person" era in sales is ending. The future belongs to those who can provide strategic insights and handle complex conversations, skills that AI can't yet replicate.