Why ChatGPT Won't Replace AEs

ChatGPT isn't going to replace AEs.

It's going to replace the VP Sales.

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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.

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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.

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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.

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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