There are more devices and platforms to keep in touch with clients, find product information, and perform other basic selling tasks than there have ever been before. The things we need are literally at our fingertips. But if you aren't teaching your sales staff how to take advantage of them, you can bet they are losing accounts to other teams that are.
The reason is simple: time always equates, in some way, shape, or form, to money. Effort isn't the name of the game anymore, efficiency is. In other words, it's not enough just to work hard - you have to work smart, too. And there is simply no way to do that without keeping up on the latest technological trends.
This isn't exactly a groundbreaking revelation. And yet, I still see sales training seminars where no CRM systems are being used, where presentations are being given from note cards, and no mention is made of the Internet, social media, or any of the other advancements that have changed the way every other person on the planet does business.
Your sales training must include these pieces, whether it's in formal seminars or weekly sessions. That's because, out there somewhere, there's someone who wants to take your accounts away from you. And if they want them bad enough, you can bet they are going to be using everything at their disposal, so you had better be doing the same.
Besides, even if technology couldn't help us in the sales process, clients would still think that it could. Because they are using mobile devices, Internet resources, and other tools in their own careers, they expect us to be using them in ours. And so, if they see that we seem to be a little bit behind the times, they start to wonder whether they are getting the best service possible... regardless of whether it's true or not.
Teaching technology isn't exactly the same as offering sales training, but failing to do it is the same as sending out your producers unprepared. Make sure, one way or another, that your sales staff has the tools they need to compete and succeed.
Key Management Point:
Welcome to the digital age of sales where smart phones, iPads and micro devices have replaced the 3 x 5 card and the rubber band. These devices were once just concepts on an engineer's drawing board, or in the mind of a scientist. These are truly amazing devices that have revolutionized the way we communicate with our customers.
Carl Henry is a management consultant. He specializes in helping companies in the selection of top sales and customer service talent. Carl is also a Certified Speaking Professional and the author of several books and articles related to sales, sales management, and customer service. He conducts seminar and webinar for clients worldwide.
Get your mini e-Book (free download) 18 pages. "Are You Recovery Ready" at http://www.carlhenryblog.com
You can contact Carl at 704-847-7390
chenry@carlhenry.com
http://www.carlhenry.com
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