There is a lot of talk about AI taking over sales and commercial roles, but that is not what I experience. Instead, I see AI as a tool that empowers us by freeing up time from administrative tasks and allowing us to focus more on the human aspect of sales work. According to Gartner, salespeople today play a new role as "Sense-Makers," which highlights why humans are indispensable in complex sales processes.

I spend about 80% of my time handling tasks that require human insight, empathy, and strategy. These tasks include:

Managing stakeholders: Sales is a process that involves many stakeholders. It requires the ability to understand different needs and find common solutions. AI cannot replace the empathetic dialogue that occurs in this phase.

Understanding the buying center: Purchase decisions involve multiple people. It is the salesperson's job to navigate the various roles, influencers, and decision-makers. AI can provide data insights, but it takes humans to make sense of and navigate this complex network.

Changing attitudes: Altering buyers' preconceived notions or introducing new ideas requires time, patience, and a personal approach. As Gartner highlights, today's sales are not just about presenting information but also about helping customers understand it correctly.

Educating buyers: We live in an age of information overload, and a significant part of my role is to help customers distinguish between relevant and irrelevant data. As "Sense-Makers," we create clarity and build trust by educating buyers and reducing complexity.

Making information meaningful: AI can collect and analyze vast amounts of data, but as salespeople, we must use our experience and insight to present it in a way that makes sense to customers. Gartner emphasizes that it is crucial to help buyers navigate complex decisions by summarizing information and presenting it in a structured manner.

AI is a powerful assistant, but it is humans who create the meaningful relationships that make a difference. The human ability to be a "Sense-Maker" makes us indispensable in a world with increased information volume. AI does not take our jobs – it frees us to be better advisors and relationship builders.

This approach takes into account Gartner's point that future salespeople should not just deliver information but rather guide customers through complex decision-making processes by being a "Sense-Maker."

Source: https://www.gartner.com/en/sales/insights/sense-maker-seller