Great Sales People Skillfully and Consistently make use of Current Technology Tools

by Dave Kahle

I can actually remember a time when I thought, “I don’t need to know how to use a computer, I’ll just hire people who do.”

     Those days are, of course, long gone.  Today, I’d be lost without my laptop and cell phone.  I even take my laptop on vacation. 

     There are technologies that are routinely available, and routinely used by salespeople to help them be more effective. Laptop computers, CRM software,  IPhones, GPS and webinars — all have the capacity to make a salesperson more productive.

     For too many salespeople, the use of these kinds of technologies is still optional.  These folks tend to hold one of two views.

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     First, they have never used this before.  They have their established routines.  They see no need to change anything.  To incorporate these tools, they would have to change their routines and learn something new, and they don’t want to do that.  So, they defend the status quo, try to stay under the radar screen, and hope that no one notices their lack of technological expertise.

     Or, some look at these technologies as bringing with them a degree of accountability with which they are uncomfortable.  They look at a CRM system and realize that their company can now hold them accountable for such things as collecting people’s names and knowing some measurable aspects of their business.  And, they realize that if they enter... READ THE FULL ARTICLE HERE