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Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

DiscoverOrg Sales

By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms. You can’t research what you don’t know exists.

Strategies for Employee Engagement in a Gig Economy

Mukesh Gupta

Some of the key insights from the study regarding the future state of the Gig economy that they quote are as below: By 2020, 25% of organizations expect to use 30% or more contingent workers and the proportion using less than 10% will fall from 35% in 2016 to 22% in 2020. The gig economy is going to continue to grow, by 2020 almost one in five workers will be contingent workers.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

They’ve also researched what our competitors have to offer. Then, last year, Forrester Research predicted that 1 million B2B salespeople will become obsolete by 2020, lost to e-commerce. According to recent Gallup research , only 29 percent of B2B customers are engaged, while 60 percent are indifferent and 11 percent are actively disengaged. Buyer 2.0 Not so.

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92% Of Top Sales Performers…….

Partners in Excellence

Through 2016, we’ve conducted extensive research on sales performance, trying to understand the differences between top performers and everyone else. an update from our 2015 research showing 96% of sales people brush their teeth at least once a week.). A colleague, Kenny Madden, has been conducting similar research. All of this gets pretty silly, but even learned journals like HBR promote research with an agenda. Much of the market research is very good and can lead to great insights on performance improvement. Consistent with our 2015 results ).

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The Next Big Prediction in B2B Sales

Sales Benchmark Index

He famously predicted that 75% of sales jobs will be eliminated by 2020. He said the number of sales people in the United States could decline from the then 18 million to 4 million by 2020. Gerhard cited research by Gartner that 85% of interactions between businesses will be automated without the need for any human interaction. 2020 is still a long ways off. In 7 years.

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Creating an Always-On Customer Experience Strategy

Babette Ten Haken

Depending on whom you talk to, by 2020 there may be more than 38.5 billion connected devices (Juniper Research), fueled by a jump in industrial applications. An always-on customer experience strategy keeps your organization on its toes. Your focus? Opportunities to impact customer success through innovation. Think about it. That’s your perspective. billion devices (Juniper) in 2015.

Win with Social Selling

Igniting Sales Transformation

I read another article this morning predicting that by 2020 fifty percent of salespeople will be looking for new careers. With a buyer’s ability to do early stage product and solutions research, and often a disdain for being forced to work with salespeople (who waste their time) just to make a purchase, I believe it. There is no easy button called social selling. Make time.

Deja-Vu All Over Again, Death Of Sales People

Partners in Excellence

The infographic in turn is based on a research report published in the Spring by a large consulting company. There’s been a lot of discussion about the research, I’m not sure how many people have actually studied it. This research report is no different. Whenever we read research and data, we should have some healthy skepticism, understanding the assumptions, biases, and points of view underlying the data. In this case, it’s useful to dive into both the original research and the infographic, to understand what the real issues.

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Forward Thinking Leadership Is Inspiring

Increase Sales

The recent reports from Workforce 2020 as well as SAP and Oxford Economics come as no surprise to anyone watching leadership development. What this research tells anyone engaged in talent management, which is for the most part most people, is forward thinking leadership is inspiring and simultaneously lacking. Knowing technology will continuously change the labor force is not new.

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Guest Post: BOST Benefits Wins with PipelineDeals

Jonathan Farrington

BOST researched ten different sales CRM solutions. I shared my insights on the future of the sales rep and the fact that 80% of those careers are going to be in jeopardy by 2020, the fact that all sales may be “moving inside,” the true impact of Sales 2.0 “PipelineDeals has changed the way we manage our business and helped us pay attention to relevant data. Problem. Solution.

Jonathan Farrington's Blog ? Selling Is Going Inside ? Isn't It? Time.

Jonathan Farrington

Dave Stein CEO ES Research (You can read the entire post HERE ). There are currently 18 million sales professionals in the USA, by 2020, there will only be 3.6 Some surveys project a tremendous reduction in sales job—going from roughly 19 Million today to 3 Million in 2020. Selling Is Going Inside – Isn’t It? Time for a Debate! Over the past few decades, selling has changed.

October Referral Selling Insights

No More Cold Calling

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” 2020 is just a little more than three years away. They’ve also researched what our competitors have to offer. Here’s what you might have missed from No More Cold Calling this month. Yes, order-taker sales jobs will disappear.

Looking Out Into the Sales Space of the Future

Jonathan Farrington

JF: Some highly eminent and respected commentators have forecast that by 2020, as much as 80% of the world’s sales population will be redundant. JF: I currently have twelve books awaiting my review – I am highly embarrassed to admit – but my good chum, Dave Stein of ES Research recently sent me a first edition copy of his book, How Winners Sell. So, how did you get started in sales?

How To Build An Empire When You Don’t Have Time, Money, Or Ideas


One friend of mine had a marketing intern that she assigned filing and research tasks to in addition to some smaller marketing projects. A study published in FORBES projects 2014 crowdfunding to exceed $1-billion; by 2020, $100-billion! “If opportunity doesn’t knock, build a door.”—Milton Milton Berle. What stops you from creating the income and life you want? Time… Money… Ideas…?

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Your Way or the Highway?

Igniting Sales Transformation

After creating a plan of attack, social sales people will use social media and the social insights they uncover, to become more adept at navigating the first few critical phases of the sales process: investigate, connect, early qualify and sales call research. Why Social Selling Fails. Buyers aren’t just more informed, they are busier! of phone calls and 9% of emails from new vendors.

The Right Question for Climbing the Success Ladder

Increase Sales

I just read another piece regarding regarding how to secure college success as so many college students continue to lack the necessary knowledge, skills, attitudes and habits required by employers according to such published studies as Workforce 2020. And that question is. “Does he or she want to do it? Whatever it is.). Share on Facebook.

Have You Taken Your Sales Confidence Pill?

Productivity and Motivational Tips for Inside Sale

According to research by Google, Facebook, and Apple, men outnumber women 4 to 1 in the technical sector. Based on recent studies by, computing jobs will more than double by 2020, we can’t have have a huge shortage of women in the tech field. There is a direct relationship between your self-esteem, how good you feel about yourself, and how well you do in sales.

Volume And Velocity—What’s Missing?

Partners in Excellence

We see endless research about the importance of speed in following up leads, minutes and second count–literally. Take sales tools as an example, by 2020, some surveys put total sales people at 20M. There’s a huge amount of discussion focusing on Volume And Velocity in sales. SaaS companies trying to build traction and subscriptions person by person, department by department–at least until the confront the enterprise. Companies envying the growth of these companies are copying them, looking again for Volume And Velocity. Being successful requires specialization.

The Evolution of Buyer Behavior in B-to-B Technology

Tech Bytes

According to Accenture, 94% of B-to-B technology buyers do online research, and 68% have purchased goods online. In fact, by 2020, Gartner Research estimates that customers will be managing 85% of their relationships without talking to a human. Pramil Jain co-wrote this blog post with Jason Bell. ZS Associates ZS B-to-B seismic shifts Jason Bell buyer behavior

The Pipeline ? Death Of Salesman 2.0?

The Pipeline

One such “end is near” piece was on , entitled “ How Many Salespeople Will Be Left by 2020? As for the statement: “Gartner, a research organization, predicts that by 2020, 85 percent of interactions between businesses will be executed without human intervention. CNi Rapid Research. Home About The Pipeline. Contest. Free Resources.

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Jonathan Farrington's Blog ? Does Selling Have a Future? The.

Jonathan Farrington

On-going research demonstrates that today’s ‘average’ salesperson is just as effective as the high performer in explaining features and benefits effectively, relating a service or product to customer needs and closing a sale. Does Selling Have a Future? The Debate is About to Kick-Off Again… Published by Jonathan Farrington at 3:41 am under General. It’s progress. This is what Sales 3.0

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When Sales People Don’t Change?

Partners in Excellence

Gerhard Gschwandtner has projected that sales jobs in the US will decline from 18 million now to 3 million in 2020. When customers are leveraging social media to research and understand alternatives, too many sales people refuse to understand and engage their customers on the web. “Selling has changed more in the past 3 years than in it’s cumulative history.” ” states Dave Stein of ESResearch. I couldn’t agree more, but would tinker with that a little, “Buying has changed more in the past 3 years than in the cumulative history of buying.”

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I'm Too Busy - Igniting Sales Transformation

Igniting Sales Transformation

I’m just so busy, I never seem to be able to… read the book, watch the video, improve my sales skills, listen to the webinar, take the training course, learn to use social media, research my prospects in depth…the list goes on. Predictions are that by 2020, 80% of sales people will no longer be needed. Igniting Sales Transformation. The New Handshake Book. Services.

Jonathan Farrington's Blog ? The Perils of Sharing Your Vision?

Jonathan Farrington

” Dave Stein CEO ES Research (And lest I be accused of simply “extracting” quotes for my own argument, you can read the entire post HERE ). And most radically of all … “ There are currently 18 million sales professionals in the USA, by 2020, there will only be 3.6 Kettering. and can expect to continue witnessing over the next three to five years. Website.