What can you expect regarding AI technology and the sales industry? Is it going to replace sales representatives? How can you coach your sales reps with the use of AI? In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with John Barrow on the future of AI and the sales industry. Discover how leaders can leverage AI tools within the sales profession. John Barrows Background John Barrow owns the JB sales company, offering sales training to tech companies. He started his career when the internet was still in its fancy and saw the changes it made within the sales industry during this time. Now, he is seeing the industry change once again due to the development of artificial intelligence tools, such as Chat GPT. John knows with the changes made by AI technology, the sales industry will have to evolve with the tools to be successful. Teaching People to Be Robots Learning the sales process is becoming more difficult because leaders teach representatives how to use AI tools rather than the fundamentals. The sales reps have nothing to fall back on and are getting replaced by robots. Currently, he is working with AI tools for learning language models. It’s helping him gather a large pool of data and use only the information he approves in the LLM system. The AI tools help cut back research time for him and his team. John believes using AI technology will help coach sales reps more effectively. If a person cannot receive coaching from their boss, they can rely on the coaching from an AI tool. The Problem With Coaching in the Sales Industry While listening to a 45-minute sales call with a representative, it can be challenging for a coach to pull out every context of the call during a conversation. AI can transcribe the call and allow a coach to pinpoint a specific point where a sales rep needs improvement. Another area for improvement with LLM is teaching the sales reps how to sell a product correctly. Using an AI bot can help coach sales reps to sell products. John provides an example of using Salesforce and coaching sales reps. Do You Want to Be a Part of the Solution? AI is an evolution, like the Industrial Revolution, where companies need to think about how to use humans to operate AI. Learn how to leverage AI tools to stay afloat within the industry. Sales reps need to meet the customers where they are in support needs and educate them on how to use products. It will require sales reps to go further than full-cycle sales and know the product well. What Should Sales Leaders Do Right Now? John recommends that sales leaders turn their sales order into a sales lab, identify a component of the sales process, and do a sales hackathon. Listen to the podcast on how a sales leader can do this with the help of AI technology.  Understand the importance of using AI within the sales industry. It increases employee satisfaction and engagement and reduces tech stack and spending. There will be a rebirth of everything in two to five years, and it could go really good or bad. John provides insight into using AI technology within the sales industry. Subscribe to the Sales Evangelist podcast and listen to how to use AI tools to help coach your team of sales representatives.  “And I think what happened with Chad GPT and those tools that came out earlier this year is a fundamental shift. We are at Pandora's box right now. And it got opened, and we're not going back.” - John Barrows Resources www.jbarrows.com John Barrows LinkedIn John Barrows Instagram JB Make It Happen Mondays Podcast Sponsorship Offer This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamental