2/3 of Salespeople Will Be Out of a Job in the Next 1-2 Years

This might sound staggering and sensationalistic, if there is such a word, but it’s the elephant in the room that we should all be addressing. And to be clear, I’m not saying there will be fewer salespeople or fewer sales roles, in fact the opposite. What I am saying is that the existing sales model is dysfunctional, broken and that AI is set to change that. Of the current sales workforce, about 66% will be phased out, not into oblivion, but replaced by a new breed of highly effective sales professionals who can thrive, who want to be in this new landscape. Note, 30% of existing sales will adapt, thrive and be at the forefront of this new movement.

The idea for this article came to me yesterday over lunch with a close friend, Charles. Charles is one of the most well-read and interesting people I know in sales, and we discussed the major shifts coming with tech and sales. It’s a conversation that led me to put pen to paper.

In a recent video presentation, Thomas Tunguz shared a conversation with the former CEO of a listed CRM company. They discussed an impending wave of change hitting sales, and that 2/3 will be let go because of the advances in software. I couldn’t agree more—this shift has been brewing for many years.

The Sales Shake-Up Has Already Started

Just yesterday, I spoke with an AI founder who shared an interaction with a sales rep who loved their product. The catch? The rep was terrified of the data their manager would see if they adopted it. Fear of accountability is becoming all too common. Here in Singapore, sales rep positions are already being slashed, and salaries are dropping. A friend of mine, who’s in a senior role, mentioned that if she wanted to switch jobs, she’d have to take a 60% pay cut. This transformation isn’t just coming—it’s here, and it’s going to impact everyone in sales.

Let me be clear: I LOVE salespeople. People buy from people, and I firmly believe that won’t change, especially for complex sales. Remember the golden rule of marketing: 30% of companies have a need but don’t know it yet. Marketing won’t reach these people—human conversations will.

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Why Is This Transformation Happening?

1. Economic Shifts – The economic landscape is changing. Demand is declining, interest rates are up, the cost of money has increased, and investments are tightening.
2. Value Justification – Sales reps struggle to demonstrate ROI, which makes it harder for companies to justify high salaries.
3. Tech Transformation – AI is reshaping every part of the sales process, from content creation and lead generation to buyer interactions, team development, data analysis, and beyond.

How Sales Reps Can Adapt (And Why They Must)

Let’s dig into the specific changes we’ll see—and the shifts that sales professionals need to embrace.

1. The “Unmanageable” Sales Rep Won’t Last – The days of chaotic, unaccountable sales reps are numbered. With meetings now recorded, assessed, and documented, there’s nowhere to hide. Sales will be more structured, more transparent, and more team-oriented. Mis-selling and freelancing will be flagged—and filtered out.
2. Lazy Reps Will Face a Wake-Up Call – Too many reps (and marketers) barely use LinkedIn or engage meaningfully. That won’t cut it anymore. AI will streamline prospecting, proposals, and time management—but it won’t cover for laziness. I used to run 10 meetings a day across two workdays, supported by PAs, a driver, and a BD team. Most don’t have that luxury—but now, AI offers that level of support to anyone willing to use it. The playing field is level—and unforgiving.
3. Documentation Is Non-Negotiable – AI will automate note-taking, meeting summaries, and follow-ups. Sales reps can no longer say they “didn’t have time” to document. Process and discipline are becoming non-negotiable.
4. Address Weaknesses – Everyone has blind spots. I know I sometimes interrupt clients when I’m enthusiastic. AI will highlight those moments and recommend ways to improve—whether it’s training, coaching, or feedback loops. Growth becomes a constant.
5. No More Busy Fools – Being endlessly busy isn’t the same as being effective. AI will highlight what’s working—and what’s just noise. Reps who rely on overwork rather than smart work will struggle to keep up.
6. Managers Must Coach – AI will help managers actually coach—not just manage. It will show when to step in, when to listen, and when to guide. Coaching is about helping people solve problems themselves. In a decade of working with reps, I’ve never met one who’s consistently coached by their manager once a month. That has to change.
7. Senior Management Can’t Hide from Revenue Responsibility – If sales performance is off, it’s on leadership to fix it. AI makes this crystal clear. It shows what’s working, where blockers are, and what adjustments need to happen. CEOs will finally have the data—and the accountability—to lead with clarity.

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This Isn’t Dystopian—It’s a Golden Opportunity

For high-performing, effective salespeople, this shift isn’t frightening—it’s exhilarating. Imagine a culture of excellence, where client relationships thrive, pipelines are strong, and sales teams grow in skill and satisfaction. If you’re ready to adapt, this is the future you’ve been waiting for. For me I am super excited, we have 40+ people in the company and with this modelling I know we can grow to 1000 in a much quicker time than ever before, but only because the tech is changing.

To those underperforming or hiding, it may feel Orwellian. You are right, it is, but better this than no job. But for the adaptable, it’s the start of a high-functioning, collaborative sales culture, backed by happy clients, scalable processes, and support from the boardroom to the frontline.

The world of sales is evolving fast, and the rewards will go to those who embrace the new reality. Exciting times are here—time to embrace the change.

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