Impromptu: Amplifying Our Humanity Through AI Reid: How will the adoption of AI tools negatively impact the careers of human sales professionals? GPT-4: The adoption of AI tools is likely to have a sig- nificant and direct negative impact on the careers of human sales professionals. AI-driven automation of sales processes will reduce the need for human sales reps to perform certain tasks, such as prospecting and quali- fying leads, creating presentations, and closing deals. AI-driven automation is likely to lead to a reduction in the number of human sales reps required to perform these tasks. In addition, AI-driven customer insights will reduce the need for human sales reps to analyze customer data and develop customer segmentation strategies. AI-driven customer insights are likely to lead to fewer opportuni- ties for human sales reps to use their insights and exper- tise to inform sales strategies. Finally, AI-driven tools may make it easier for customers to find solutions to their needs without the help of a human sales rep. This could reduce the need for human sales reps to provide customer service and lead to fewer opportunities for sales reps to interact with customers and make sales. GPT-4 sure isn’t mincing words here. Today, many in enterprise sales get their start as a Business Development Representative (BDR). These early-career professionals “dial for dollars” with outbound calls, emails, and yes, LinkedIn messages. While the work is tedious, it is still work, and those who excel at it often win promotion to full-fledged sales positions. AI will make human BDRs more effective by providing them with personalized information on the prospects they call—but this increased productivity will likely decrease employment, 124