22% of B2B Salespeople will be Replaced by Search Engines by 2020

In Forrester's US B2B eCommerce Forecast: 2015 to 2020 they quote that "74% of B2B buyers research, at least one-half of their work purchases online. With that percentage nearly doubling to 56% by 2017, B2B sellers will see a significant volume of offline business move online in the next few years." Taking those facts further, at the Forrester Sales Enablement Forum, a study by Andy Hoar, Principal Analyst at Forrester, revealed that he expected 22% of B2B Sales jobs go by 2020. With Enterprise purchases taking place more and more online This means the traditional B2B sales person is being replaced by Search Engines, YouTube, websites etc. The Diagram above is Forester's view on what will replace the B2B Salesperson.