Are Salespeople Becoming Obsolete?
- Scott Peterson
- 1 day ago
- 3 min read
I recently came across an article from Korn Ferry discussing FOBO, Fear of Becoming Obsolete.
The premise is simple but important. Roughly 1 in 5 workers believe they may become professionally obsolete, with that number even higher among younger professionals. Much of this fear is being driven by the rapid rise of AI, along with a broader sense that the skills required to succeed are changing faster than people can keep up. Many workers are questioning their long term value and relevance, while organizations are being challenged to help their teams adapt, upskill, and stay engaged. The recommended response is to lean into development and reinforce the idea that AI should augment people, not replace them.
I agree with that perspective, but I also believe there is something deeper happening beneath the surface.
I Experienced FOBO Firsthand
At the beginning of 2024, I experienced FOBO myself. Almost overnight, conversations with prospects shifted. I kept hearing some version of, “We need to figure out this AI thing before we invest in our sales engine.” What I heard underneath that was, “I am not sure if I need you anymore.”
That forced me to take a hard look at my business. I had a productized offering that had been improving year over year, clearer, faster, and more valuable. And still, it was not enough. So I tore it down to the studs. I had to meet my clients where they were, reexamine what they actually valued, and rethink how I went to market.
The result was that the work got better, more complete, and more relevant.
What Is Actually Changing
What is happening right now is a shift in how sales actually works. It used to be about executing the playbook. Today, it is about understanding the strategy and tailoring the process of the playbook. The gap is no longer effort. It is discernment. This is the ability to understand context, connect the dots, and apply the right approach at the right time.
Where This Shows Up
I am seeing this play out every week with clients. They have invested in strong sales playbooks, outreach templates, and discovery frameworks, and yet some members of their team still struggle to land it. Not because they are not working hard, but because it is not enough to send the semi custom message, run a clean discovery, or present a standard solution. The salespeople who are winning today are the ones who understand their industry, connect the dots between themselves and their prospects, build a real business case for change, and guide decisions with clarity and conviction.
The Role of AI
AI has given us incredible tools in sales. We can build better target lists, research prospects faster, improve messaging, and articulate ideas more clearly than ever before. But tools do not replace thinking. They amplify it. For professionals who rely solely on execution, that creates risk. For professionals who can think, adapt, and apply judgment, it creates leverage.
A Different Way to Think About FOBO
For some salespeople, FOBO is real. But what I am seeing is the opposite trend. Organizations are in higher demand than ever for professionals who can think, ask great questions, lead conversations, build trust, and exercise judgment. The risk is not that the profession is going away. The risk is that the definition of a great salesperson is changing (and if you have the right people on your team).
Final Thought
The fear of becoming obsolete in sales is real. But it is not about AI replacing people. It is about whether we are developing professionals who can think, adapt, and apply judgment in a changing environment.
The future does not belong to the people who can follow the playbook. It belongs to the people who can apply it.
Next Steps
If you are curious where your sales organization stands, I put together a short diagnostic that evaluates your sales strategy, process, and structure across what I call the Revenue Compass Assessment. It will give you a clearer picture of where you are strong, where you are exposed, and where to focus next.
Recommended Reading
If you are thinking more deeply about how sales is evolving, you can explore more here:
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