We're accidentally creating a generation of salespeople who can't sell

I've been watching this weird trend in B2B sales, and it's honestly keeping me up at night.

Everyone's rushing to implement AI sales tools (rightfully so - the efficiency gains are insane), but we might be accidentally breaking the entire profession.

Here's the problem:

Traditional sales was like learning piano - you start with simple scales, work through basic songs, then eventually tackle complex pieces.

Cold calls → objection handling → product demos → enterprise deals.

But now? AI is eating all the "easy" interactions. The simple inquiries, basic qualification calls, straightforward demos. Basically everything that used to train new reps.

I talked to a sales director last month whose team implemented AI SDRs six months ago. Results looked amazing - 70% more demos booked, way lower costs. But their junior reps started failing at an alarming rate.

Why?

They never learned to handle price objections naturally (AI routes these to seniors), read vocal cues during discovery, or recover from awkward conversation moments. The AI was so good at the "easy stuff" that humans never practiced being human.

The split is already happening:

Senior reps (3+ years) are thriving - bigger deals, more strategic conversations. But newer reps? They're drowning. They can collaborate with AI systems but can't function without them.

Companies are accidentally creating two types of salespeople:

• AI-dependent: Great at working with systems, terrible at improvisation

• AI-enhanced: Use tools to amplify their natural sales instincts

The companies winning this transition are doing three things:

1. Using AI as training wheels, not replacement

2. Creating "practice environments" where juniors still handle simple interactions

3. Redefining progression: AI collaboration → relationship building → deal architecture

My prediction: In 2-3 years, there will be a massive talent gap. Companies with AI-only approaches will dominate efficiency but lose every complex, relationship-dependent deal to teams that kept their humans sharp.

The question isn't whether AI will change sales - it already has. The question is: are you training salespeople or AI operators?

What are you seeing? Are your junior reps getting stronger or more dependent on automation?