Why Some Sales Teams Are Actually Growing Alongside AI

In 2016, we published an HBR article headlined “Despite Dire Predictions, Salespeople Aren’t Going Away.” At the time, there had been a string of predictions that new technologies would lead companies to cut back the size of their sales forces, including an alarming forecast that one million business-to-business (B2B) salespeople would be displaced from jobs by 2020. But we didn’t buy it.