Every profession goes through transitions and technological improvements. The equipment that Tiger Woods uses today (no pun intended) is better than Jack Nicklaus'. The tennis racquets that Roger Federer uses is far superior to John McEnroe. Baseballs and gloves are far more sophisticated today than in the days of The Original Bronx Bombers of Ruth and Gehrig (that's for all my Red Sox fans). And I am glad my dentist uses the equipment she does and I don’t have to be in pain when she works on me.
Sales technology has also made quantum leaps. There is amazing technology for every stage of the sales process (be on the lookout in July for my newest book "Technology and Selling") but salespeople or sales organizations don't take as much advantage as they should. I think most organizations pick and choose one or two technologies to help salespeople. CRM is a favorite although most salespeople would beg to differ. E-mail doesn’t count any more. It is plumbing. Maybe some companies are using some conferencing technology or great slide share technology, the next generation of PowerPoint, but little else.
Imagine if you had technology that:
• made your prospecting more effective to get more appointments
• guided, tutored and supported you during your initial meeting
• allowed you to create the sexiest proposals, presentations and demonstrations
• build better teams and strategies to win bigger deals
• show you how to have a better negotiation and advantage so you didn’t give away so much and negotiated better
• gave you back one or two more hours a day to work or live.
Well they are all available, many don't cost much or anything at all and can standalone or integrate with your CRM.
So why don't sales people take advantage of this? Several potential reasons:
1. they don't know about them
2. they are too dependent on having things done for them
3. they don't want to be bothered
4. they are doing well without
And why don't companies take advantage:
1. they don’t know about them
2. they don’t want to spend the money
3. it takes people to choose and support and that costs money which they don’t want to spend
4. they can’t get people to use what they have already invested in, like CRM or web conferencing
Tell me what you think? And if you want a free chapter of my new book.