AI Replaces Underperforming Sales Reps, Elevates FDE Roles
An industry commentary argues in early 2026 that AI will displace underperforming sales representatives while augmenting top performers and shifting roles. It details how AI already automates scheduling, follow-ups, demos, ROI calculations and technical answers, and warns that deep product expertise and deployment-focused roles like forward-deployed engineers are becoming essential. Sales leaders must reassess hiring, training, and customer-deployment economics.
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