Aug
10
Written by:
Andy Neal
8/10/2010 7:24 AM
Time and time again we walk into clients and hear moaning and groaning from end users that the system is too complex, or it takes up too much time, and I get frustrated and then just don't put my stuff into the system. As CRM solutions and technology have advanced many of these hurdles have and are being overcome.
Today's technology allows you to customized and change the out of the box CRM versions to work with your process flow; however, over the past 15 years we have seen many of the sales professionals 'winers' that are typically of an older generation or those who have not been formally been trained on use of computers or have never had the accountability or responsibility to have to use one.
One of our very successful customers, who is in his upper 60's still jokes that cell phones are still not going to catch on. However, he has recognized that he must adapt his organization and give his sales team the tools they need in order to make quick decisions as well as allowing himself to see the macro view of his sales teams performance. As the CEO of the company he has not had to do the day to day logging but utilizes a notes section on high level customers where the notes get automatically emailed to the sales rep that owns the account. Saving time and keeping the data all in one view associated with that customer. An example of using technology to help the end user be more productive.
If you can't program your DVR at home, don't know how to leverage a PDA, or can't make an appointment using Outlook - you are soon to be regulated to be put out to pasture. If you think you know it all or quit learning, guess what you are dead. Staying relevant, keeping your skills fresh is a must. The main point for those 'winers' out there is get relevant, and learn how to leverage technology from a sales stand point to increase sales and save time.
As your younger competition has a leg up as they have been formally trained, and have grown up using technology as second nature. Be quick or be dead.