Why ChatGPT Will Not Replace Sales Professionals

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

In November 2022, a new AI platform was released to the world. And professionals in all kinds of industries panicked.

“It’s going to replace us!” was the universal cry.

They were talking about ChatGPT—an AI-powered chatbot that uses natural language processing (NLP) to converse with humans. It’s built on OpenAi’s undeniably revolutionary GPT (Generative Pre-trained Transformer) architecture.

The sales industry wasn’t immune to the impact. “AI sales” fast became an unavoidable buzzword.
People are claiming the technology can take care of everything. We’re talking lead generation to customer service.

And for far cheaper than “real” sales professionals.

There’s definitely a place for artificial intelligence tools in sales. But the story isn’t quite that simple. Let’s take a look at why ChatGPT and its ilk are unlikely to replace great salespeople anytime soon.

Personalized Interaction

Sales professionals offer a personalized touch that ChatGPT simply cannot replicate—at least for the foreseeable future.

Establishing trust and building rapport with potential clients requires human interaction. Customers don’t quite trust “the machines” at this point!

Emotional intelligence is also essential for sales. It allows salespeople to understand and empathize with customers. Sales professionals are highly adaptable and can pivot their approach quickly to suit individual needs.

ChatGPT may simulate emotional intelligence, but the program does not have feelings. And this limits its ability to engage authentically with humans.

Building Networks

Sales professionals can leverage their social skills to build networks of contacts. These contacts provide valuable leads and referrals.

These connections typically include past customers, industry peers, and other business associates. It’s something that requires real-life human interaction.

Clearly, ChatGPT is not capable of building these types of relationships. After all, it can’t go to a networking meet-up or jump on a quick call with someone.

Emotional Intelligence

We touched on this above, but let’s dive a bit deeper… As we stated, sales professionals possess emotional intelligence (EI). In fact, it’s a hallmark of a good salesperson.

Emotional intelligence consists of five categories:

  • Self-awareness
  • Self-regulation
  • Social skills
  • Empathy
  • Motivation

Salespeople use all these EI sub-skills when pitching a product or closing a deal. They help them understand the needs and motivations of their customers.

It’s difficult for ChatGPT and other AI models to replicate EI because it relies on someone feeling empathy (or at least understanding how to feel empathy) for another person’s situation. It simply doesn’t have the ability to navigate the sensitive world of human emotion.

Product Expertise

Sales professionals have in-depth and technical knowledge of the products and services they sell. This is particularly true if they’ve been with a company or in an industry for years. They can answer complex questions and explain features, benefits, and use cases in detail.

ChatGPT may have “learned” about a particular product or service. But it doesn’t have the same nuanced understanding or real-world experience.


In sales, understanding a potential customer’s preferences—and understanding them quickly—is critical for success.

Sales professionals listen intently, ask relevant questions, and adjust their sales pitch accordingly. They change their approach as needed to build rapport and establish trust with their customers.

In short, sales professionals are highly adaptable. They can quickly pivot their approach to suit their customer’s needs.

Conversely, ChatGPT is limited by its programming and learning model. It struggles to respond appropriately to unique situations.

Complex Sales

A good salesperson is a master of complex sales.

They’re adept at building relationships with multiple stakeholders and decision-makers. Everyone involved in the sales process gets their attention.

Sales professionals assess the specific needs and concerns of each individual involved. Then, they tailor their approach accordingly.

This level of attention is necessary when closing a deal.

ChatGPT is limited in its ability to understand the intricacies of complex sales. That’s because it’s programmed to provide general information rather than custom-tailored solutions. Sure, you can use prompts to get it to give you more specific answers, but it’s still limited by its source material and programmed guidelines.

Moreover, human interaction provides an opportunity to establish trust and rapport. This can be especially important in high-stakes, high-value deals. For these reasons, sales professionals are essential for handling complex sales situations.


Persuasion is a crucial aspect of sales. It requires a high level of emotional intelligence and personalization that ChatGPT fails to match.

AI in sales can provide customers with general information about products or services. In some cases, it can even formulate special offers and discounts.

But it’s not created to be persuasive. In other words, the responses it provides are unlikely to push a customer on the fence to make a purchase.

A skilled sales professional can:

  • Connect with customers emotionally
  • Build trust
  • Address their concerns

And all of these factors are necessary for successful persuasion.

Creative Solutions

Sales professionals often need to invent creative solutions to meet the unique needs of their customers. This is where ChatGPT falls short.

As we’ve mentioned ad nauseam at this point, ChatGPT is excellent at providing general information. However, it’s less great at generating innovative solutions or thinking outside the box.

On the other hand, sales professionals tap into their creativity and problem-solving skills. They use these to craft novel approaches that meet their customers’ needs—on the spot.

This is especially vital for customers with complex or specific requirements.

Learn to Work With AI Sales Tools

There’s no denying ChatGPT and other natural language processing or AI sales programs are helpful tools. But we’re a long way away from them replacing salespeople in the near—and likely even the long-term—future.

Savvy sales professionals don’t need to fight against this new technology. Instead, they should learn how to integrate it into their sales processes.

This will give them the edge they need to sell more products or services faster and nab those bonus checks.

If you want to add a proven sales team to your workforce, consider The Selling Factory. We manage top college students to conduct research, make calls, and generate leads. You get all the results with none of the HR hassle.

Book a free consultation today.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.


Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.


Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!


Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.


Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.


Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.


Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.


Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.


Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!


Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!


Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.


Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.


Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.