Why do I ask that question? Well, SalesWays is about sales and technology. In my book Sales Automation Done Right I am downright discriminatory against paper. There are many instances where I infer that a paper-based office will ensure the demise of the business. I’m not backing away from that, because I’m referring to paper-based processes.

Paper is not conducive to dynamic workflow within the company; it can’t move itself so it needs people to pick it up and move it from one desk to another. It accumulates in heaps, and people, inevitably intimidated, procrastinate when they have to stare down a leaning tower of paper. It is much better to make the process electronic and move it using electrons down a wire or through the air. With paper-based information, you have to store it in big metal boxes, and then spend a lifetime trying to make some practical use of it. It’s a much better idea to store it on a 200GB hard drive and take advantage of some friendly software to extract the stuff you need.

But here’s the paradox; paper is great when it comes to capturing information when you are sitting in front of the customer. You can usually write as fast as you think, but you certainly couldn’t touch type into your notebook computer at 40 wpm in front of the customer (if you can, you should be commended; you have a marvelous ability to multitask). Somehow, customers seem to appreciate you carefully writing notes about your conversation, whereas they may have a problem with you when you’re dealing with the odd Windows quirk at the same time as they are telling you about their budget, product needs, or difficulties dealing with their purchasing department.

Paper is great for capturing information quickly. Paper works with the human mind in splendid unison. If you don’t like what you just jotted down, you can scratch it out. If you love what you wrote, highlight it with a star. If there is no room left to write, put it in the margin or curve it around the perimeter—paper will let you do anything. And I don’t care how much of a computer junky they are, the typical salesperson will have their favorite notebook with no LCD or keyboard—just paper.