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