Alex Lisov | This Digital And Technology-Driven World

The internet and technology are changing the role and relevance of salespeople in this digital age. Many consumers no longer have to depend on salespeople to get product information thanks to various content and information on the internet. With the development of different automation processes and sales technology for businesses and companies, one may be questioning the relevance of salespeople in this present age. The automation of sales is one of the major concerns for salespeople and the possibility of changing the relationship between customer and salesperson. 

The foundation on which business-to-business selling was built depends totally on face-to-face meetings between salespeople and customers. But that is changing with digitalization taking over every aspect of businesses. The pandemic also encourages digital interaction and optimization with many companies having virtual meetings and reaching their customers through various digital platforms. 

With Technology, are Salespeople Still Needed?

Salespeople are the reason behind the growth and sales of many businesses. With their ability to understand and relate with customers’ problems and present business products with benefits. Years back before technology fully became part of us it was difficult for customers (both prospective and existing) to be in touch or liaise with companies they are dealing with. Whenever people want or need something they don’t have easy access to information regarding the products and services. There was no social media platform, online forum, or website where customers can publicly voice their dissatisfaction about a company product or service. Salespeople during those years are well informed about the products and services a company provides, says Alex Lisov. Also, they are more knowledgeable than the customers which gives them more advantage in regards to negotiations.  

The information that is readily available online makes it easy for customers to be well informed thereby eliminating the need to talk with salespeople. Even with the development and implementation of sales technology salespeople will remain relevant. Though there was a prediction that many salespeople will lose their jobs in 2022 to self-service e-commerce, not all of them will be affected. The truth is that even if salespeople are to become redundant with the usage of sales technology it will be those salespeople that lack experience and skills. 

Some industries that provide e-commerce websites, software-as-a-service (SaaS), and software vendors will not need the service of salespeople. The reason is that almost all the relationships their customers have with them can be possible without the help of any salespeople or the need to talk with someone. Other industries will still need salespeople irrespective of how advanced the technology may presently be. Even high valued products will start to embrace the new development the digital is creating in businesses. You can’t expect technology to be better than humans when it comes to developing relationships right? Therefore salespeople that can adapt, learn and become better at their job will be at a greater advantage.