Despite the rise of online commerce and the emergence of artificial intelligence (AI), the figure of the seller “has a long, long future thanks to technology,” predicts business school professor Pablo Foncillas. Proof of this is that throughout history the profession has been adapting to new times.
In this sense, far from putting an end to it, AI “will rather become a trainer for salespeople,” explains the management expert. An example is systems capable of analyzing voice and body language patterns that will allow real-time adjustments to be made to the sales strategy. “It’s like having a personal trainer to sell more, but without him shouting encouragement and chewing gum on the sidelines of a soccer field,” he adds.
