Official thread

Why ChatGPT Won't Replace AEs

ChatGPT isn't going to replace AEs.

It's going to replace the VP Sales.


==


Why not AEs?


Because people trust people. They often buy from only those people they trust. Talking to a person, having them consult you... there is comfort in that.


Existing relationships matter. Someone who knows you and knows your business matter.


Being an AE requires INTELLIGENCE. That's hard for a machine.


In fact, I'd predict the value of an enterprise AE with strong Rolodex is only gonna increase.


==


Why VP Sales?


Because being the VP Sales is required KNOWLEDGE. Knowledge is easy for a machine to consume and spit out.


"How should we structure our comp plan?"

"How should we price our product?"

"How many reps should we hire? What quota to set?"


There are right and wrong answers to these questions, based on knowledge of what other orgs have tried.


The problem is: nobody (yet) has amassed that knowledge. As soon as it's collected, refined, and searchable... game over.


===


But! But! But!


1. "But Sahil! What about people management?!? That's a huge part of the role!!"


A: Not if you reduce the number of sales reps by 90%, leaving behind only the most productive reps who are using smart tools to operate at 10x efficiency.



2. "But Sahil! What about onboarding/training/recruiting?? That still requires a human!!"


A: Not if you bring the VAR / Channel model throughout all SaaS sales, where companies pay per warm intro or per deal instead of high-fixed-cost AEs. Top AEs make way more while working way less.



3. "But Sahil! You run a community for salespeople!! Aren't you supposed to support all salespeople??"


A: You can either skate where the puck is going (and warn others what is coming), or you can stick your head in the sand and hope no one notices. I only play offense, even if it's not what you want to hear.


==


Summary:


1. VP Sales is gonna get replaced by ChatGPT-like tooling.


2. Top AEs gonna get paid WAY more than they do today, by becoming a business of one and repping multiple products to their existing rolodex.


3. Companies will pay way less for in-house sales teams and gain far greater efficiency.


4. Sales consulting will become a premium category. Nobody hires in-house consultants anymore (just rent McKinsey or Bain). Those days are coming to sales.



What'd I miss?



-SM

๐ŸŽค Sahil
๐Ÿค– ChatGPT
21
poweredbycaffeine
WR Lieutenant
4
โ˜•๏ธ
Why doesnโ€™t Sahil post his own stuff anymore?
Gasty
Notable Contributor
3
War Room Community Manager
you'll get to know soon!

though, I'm sure he appreciates the attention he's getting, even if he's not the one doing the posting
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
I donโ€™t want to be a product of divorce ๐Ÿฅบ
Gasty
Notable Contributor
1
War Room Community Manager
(warroom) time heals everything, youโ€™ll be fine chief
CuriousFox
WR Officer
3
๐ŸฆŠ
๐Ÿ‘€๐Ÿฟ
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
But this means one thingโ€ฆ


TWO COMMISH CHRISTMASSES
antiASKHOLE
Tycoon
3
Bravado's Resident Asshole
I'm with you on this one. I need some popcorn as well.
Sunbunny31
Politicker
1
Sr Sales Executive ๐Ÿฐ
YESSSSS.
Pachacuti
Politicker
3
They call me Daddy, Sales Daddy
When you are judged by performance metrics alone, you donโ€™t even need an AI.
ViaCommission
Personal Narrative
2
AE (Account Executive)
Amen
FoodForSales
Politicker
1
AE
my thoughts exactly
SoccerandSales
Big Shot
2
Account Executive
Interested in others experience with ChatGPT, we got it banned at our company. Something with the way that it learns information and potential for material non-public info getting learned.
LawAndSales
Good Citizen
1
AE (Account Executive)
it's good when you're specific with it and don't mind retrying generations 15-20 times to find a really great one. I run Kobold AI locally and google colab tpu model (when fixed) for really large models. recommend trying it yourself with chatgpt or your own on colab like with: https://colab.research.google.com/github/KoboldAI/KoboldAI-Client/blob/main/colab/GPU.ipynb
Kosta_Konfucius
Politicker
1
Sales Rep
So will this turn management into just an algorithm. You fall below x% quota you are PIP'd, still there after a month you are gone?

I know its similar today, but there is at least some understanding if you are a top performer but just hit a rough patch or new and still learning
Sunbunny31
Politicker
1
Sr Sales Executive ๐Ÿฐ
Eh, interesting take. Not sure I agree entirely.
Chep
WR Officer
1
Bitcoin Adoption Specialist
Yep, machines can automate some tasks, but they will not be able to replicate the human touch in building and nurturing relationships with customers, which remains a vital aspect of sales.
BitcoinAddict
Opinionated
1
AE
When do you think these changes will start to take place industry-wide?

What advice do you have for AEs who are still new to the role (under 2 years) and haven't become the seasoned vets with a large rolodex?
IronPhi4
Good Citizen
1
CRO
I don't think it'll replace sales people. I do think that it can and will make us better at what we do. It's a tool. It's complementary. Use it to learn. Use it to hone messaging. Use it to understand the needs of an industry as it relates to your product or services. That's how I use it.
FranchiseSalesQB
Politicker
1
Franchise Sales QB
We were just talking about this this morning.
KB_FarmerType
Opinionated
0
Strategic Sales
Sales Consulting? Tell me more โ€ฆ. Elance for sales people.
Maximas
Tycoon
-2
Senior Sales Executive
Strongly agree.

AI&GPT will never override human intelligence.
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