Vision Report

Death Of A (B2B) Salesman

One Million US B2B Salespeople Will Lose Their Jobs To Self-Service eCommerce By 2020

April 13th, 2015
With contributors:
Carrie Johnson , Lori Wizdo , Shar VanBoskirk , James McQuivey, PhD , Patti Freeman Evans , Susan Wu , Laura Naparstek , Jacob Milender , Peter O'Neill , Josh Bernoff

Summary

Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. While B2B buyers overwhelmingly prefer to research, and increasingly buy, products and services via a self-service website, B2B sellers still force buyers to interact with their salespeople as part of the purchase process. This report describes how and why B2B eBusiness and channel strategy professionals must radically transform their historical sales models to accommodate a real-time and global buying environment where websites, not salespeople, are at the heart of how B2B companies buy and sell.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.