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

DiscoverOrg Sales

By 2020, the B2B SALESMAN WILL BE DEAD. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms.

Sales Managers: Prepare Your People for What’s Coming


Gartner Group predicts that only 4 million will be left by 2020. There are 18 million people currently in Sales today in North America. Is that likely? What we do know is that Sales is undergoing unprecedented transformation.

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Your organization 8 years from now

Brian Vellmure

The Economist Intelligence Unit , in a study sponsored by RICOH, surveyed 567 senior executives across industries in late 2011 on their expectations of the impact that technology will have on business between now and 2020. Wayne Gretzky is by most accounts the greatest hockey player ever.

Inherent Value: How to be independent in a Dependent Sales World


million people were self-employed, and that number should jump to 60 million by 2020. According to Fast Company, in 2015 15.5 Part of the reason for this trend is that there’s demand for the value freelancers provide.

So You Think You Are Selling Consultatively? Let’s Find Out

Jonathan Farrington

News: On August 28th, we launch the brand new JF online 2020 Program - and you will see that you can register for details as soon as they become available - consultative selling is a major part of this initiative. .

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The New 100 / 100 Project for Entrepreneur Revenue Growth.

Score More Sales

Recently we read about an amazing woman, Sramana Mitra , who launched a project to help one million business owners do a million dollars in annual revenues by 2020. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. The New 100 / 100 Project for Entrepreneur Revenue Growth. by Lori Richardson on January 9, 2011.

Salesforce and Encourage Kids to Code

The Sales Insider

According to a 2014 article in “Time,” by the year 2020, American universities will not be able to supply enough qualified graduates to fill even a third of the country’s 1.4

Are Companies Ready for the IoT Data Deluge?

The 1to1 Media Blog

The data universe will only continue to expand, with digital producing 40,000 exabytes by 2020, according to IDC. There's no ignoring the digital tidal wave of data that's upon us. Every day, consumers create more and more digital breadcrumbs for marketers to sift through, parse, and act on. Customer Experience Data Analytics big data data analytics data science Internet of things

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.

What Do the IDC Predictions Mean for the B2B CMO?

Sales Benchmark Index

By 2020, the Marketing function in leading companies will be radically reshaped into three organizational "systems" - content, channels, and consumption (data). IDC predicts that by 2020, marketing organizations will be radically reshaped.

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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. 2020 is still a long ways off.

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Inside Sales to Overtake Field Sales by 2015: Are You Ready?

The Sales Insider

is projected to shrink from 20 million today to 8 million by 2020. The number of salespeople in the U.S. Although that may be a shocking statistic, it’s hardly surprising given how dramatically buying behaviors have changed. Josiane Feigon, president Read more.

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Time to Deep Six Your Leadership Development Model

Increase Sales

Did you read the article and the study that revealed two third of millennials will be leaving their current employers because of the lack of leadership development by 2020?

Sales alert: millennials are here

Sales Training Connection

In 2020 they will be nearly half of the workforce. Millennials and Sales. Millennials, born between 1982 and 1993, are 80 million strong. In 2015 Millennials passed Generation X to make up the largest share of the workforce.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Then, last year, Forrester Research predicted that 1 million B2B salespeople will become obsolete by 2020, lost to e-commerce. Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post.

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Calculating the Returns on Customer Data Investments

The 1to1 Media Blog

By 2020, the amount of that''s created and copied annually will reach 44 zettabytes or 44 trillion gigabytes. According to IDC, the digital universe is doubling in size every two years. As companies gather boatloads of data to help support their customer strategies, a growing number of firms are taking a closer look at which data sets are delivering the greatest returns on investment. There’s more… To read the rest of this blog posting click here or visit

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10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015


But that number is predicted to be reduced to 8 million by the year 2020. won’t be so important in 2020. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here.

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

Tech Bytes

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. This post is the sixth in a seven-part series examining top trends that are reshaping the high-tech industry.

92% Of Top Sales Performers…….

Partners in Excellence

For example, there is a famous recent research report of several 100 participants that suggests 5 million sales jobs will be lost by 2020, bringing total sales employment to around 10-12 million. Yet BLS data show sales employment in 2020 increasing and exceeding 20M in 2020. Through 2016, we’ve conducted extensive research on sales performance, trying to understand the differences between top performers and everyone else.

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Bridgestone takes a Fresh Look at the Customer

The 1to1 Media Blog

Yesterday, Bridgestone laid out its strategy for overhauling its customer experience by 2020. . What does Bridgestone have in common with Nordstrom and Starbucks?

The Digitization of Everything and It’s Impact on Customer Experience

Brian Vellmure

Cisco chief futurist, Dave Evans even proposes “We’ll be able to record, playback and analyze our entire lives by 2020.” It’s 10:30 in the morning, and her Jawbone buzzes. Jane is notified that she’s been sitting too long, and her meeting is ending anyway.

10 Reasons Why Field Sales Teams Are Becoming Extinct

Productivity and Motivational Tips for Inside Sale

When you step out in the year 2020, and the landscape may look quite different. But that number is predicted to be reduced to 8 million by the year 2020. won’t be so important in 2020. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? Good question. Step into my time machine.

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How to Scare Your Top Sales Reps

Sales Benchmark Index

There may be an overarching theme to tie to, like $20B by 2020. It never fails. In nearly every client we hear about the emails and calls. Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on.

Is Your Small Business Leadership Prepared for the Future?

Increase Sales

” Here are some of the key business growth points: Seven years from today 2020, the panelists predict that it is 50% likely that major electronics retailers no longer stock desktop PCs.

Blog #7.1: The Rise of AI

SalesChoice Sales

According to IDC, by 2020, our digital world will have nearly as many digital bits as there are stars in the universe. It is doubling in size every two years, and by 2020 the digital universe – the data we create and copy annually – will reach 44 zettabytes, or 44 trillion gigabytes.

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10 CRM Trends to Watch

The 1to1 Media Blog

During their opening keynote at the Gartner Customer 360 Summit this morning, Gartner's Gene Alvarez, research vice president, and Ed Thomson, vice president and distinguished analyst, shared 10 CRM-related trends to watch through 2020 for companies that want to harness their CRM strategy for growth. CRM is in the spotlight. According to a recent Gartner survey of CEOs, respondents rated CRM as a top priority in terms of avenues for growth, followed by e-commerce.

Will We Ever Close the Gender Pay Gap?

The 1to1 Media Blog

By 2020, the U.S. Treasury expects to replace Alexander Hamilton's spot on the $10 bill with the face of an unidentified woman.

How Eleanor Roosevelt Paved the Way for Women in Sales

No More Cold Calling

Treasury Department plans to feature a woman on paper currency by 2020. This first lady was a trailblazer for women leaders. And she’s finally getting some credit. I don’t remember Eleanor Roosevelt.

The Future of Professional Selling – Which Road Will You Be Taking?

Jonathan Farrington

There are currently 18 million sales professionals in the USA, by 2020, there will only be 3.6 This week I have been discussing the future of professional selling (do please scroll down if you missed Monday and Tuesday’s posts).

A 2026 excursion to the future of sales training

Sales Training Connection

By 2020 the migration from generic to customized programs became complete. In 2020 Company B started developing downloadable learning modules for mobile devices in a wide variety of domains including sales for both the B2C and B2B markets. Sales Training – 2026.

A Multigenerational Workforce leverages Collaboration, not Millennials

Babette Ten Haken

Depending on your resource, over half of your employees will be Millennials by 2020, according to IDG. Today’s Industrial Internet of Things (IIoT) multigenerational workforce is complex. It includes at least three, and as many as four, generations.

Sales training – let’s look to the future and try something different

Sales Training Connection

Recently we came across an interesting article in HR Review that explored the top 10 most important work skills in 2020. Sales Training. The Status-Quo … Each year U.S. companies spend millions of dollars on sales training for their salespeople.

Sales mastery 2015 – a horse of a different color

Sales Training Connection

Recently we came across an interesting article in HBR Review that explored the top 10 most important work skills in 2020. Sales Mastery 2015.

The Future of Sales Training Ignores the Reality of Today

Increase Sales

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There Is No App For That

The Pipeline

This is why it is not surprising that Forrester forecasts 1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force. By Tibor Shanto – .

Meeting the IoT Leadership Challenge

Babette Ten Haken

Will today’s leadership team be the same team leading the organization in 2020? How will your C-Suite meet the IoT leadership challenge, moving forward? The relentless pace of the Internet of Things (IoT) ecosystem challenges how we work and make decisions.

Develop IoT Workforce Skills for Digital Transformation

Babette Ten Haken

Beliveau-Dunn says that “ by 2020, around half percent of all jobs will require technology literacy in day-to-day business duties. Developing IoT workforce skills is critical to your organization’s digital transformation. Hire for these skills in the future. Change your organization’s human capital strategy in the process. IoT workforce skills development re-trains the existing workforce to become more literate. Significant IoT skills gaps exist.

Why AI will solve Attention Deficit Disorder in Sales Professionals

SalesChoice Sales

In addition, by 2020, Millennials (born from 1982 to 2004) are expected to make up nearly half the workforce. Our Distracted, Always-On Reality.

If eCommerce kills b2b sales jobs, what will replace them?

Productivity and Motivational Tips for Inside Sale

A recent Forester prediction claims that by 2020 1 million b2b salespeople will lose their jobs because of the self-service eCommerce economy. This has started a wave of posts claiming that the “ average ” b2b sales rep is quickly going extinct.

Are Salespeople Going the Way of Telemarketers?

Sharon Drew Morgan

Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place.