Why Some Sales Teams Are Actually Growing Alongside AI

In 2016, we published an insect HBR article “despite disastrous predictions, the sellers do not disappear”. At the time, there had been a series of forecasts according to which new technologies would lead companies to reduce the size of their sales forces, including an alarming forecast that a million business sellers (B2B) would be moved by jobs by 2020. But we did not buy it.