Will Technology Ever Make the Salesperson Obsolete?

Posted in Sales,Technology by Chris Hamoen on the May 6th, 2010

Will technology ever make the salesperson obsolete? In short, absolutely not.

This is a common refrain at every step in technological advancement. Back in the late 1990s, there were whispers of how Internet technology would remove the salesperson from the transaction between buyer and seller. Now, over a decade later, we know that is not the case.

For the buyer, Internet technology allows them to conduct research on their own (with popular and trusted review websites like CNET, and Consumer Reports), and go through early phases of their buying cycle without contacting any vendors.

But technology also plays a big role in helping the salesperson achieve their goals. Advances in technology help salespeople reach prospective customers better, and provide the tools to manage a salesperson’s day-to-day workload.

Technology is neither the buyer, nor the salesperson’s enemy; it facilitates both the buying and selling process. In fact, technology is even right at the core of what we do here at SalesWays. The sales tools we develop at SalesWays allow salespeople to expand their opportunity portfolio, driving up overall value, and bringing them the results they are looking for.

So, technology is not going to replace the salesperson or leave them behind; for those adopting the best tools, technology will propel them even further toward their goals.

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Does Size Matter?

Posted in Sales by Keith Thompson on the October 29th, 2005

It’s interesting how business is segregated into distinct categories and the analysts go to work spelling out what is proper in each category. In CRM, there always seems to be a different reflection on what is going on in the SME (small to mid-sized enterprise) versus the Fortune companies – if that is what they are still called. The last time I looked SME covers a vast range in size and scope; 15 to 1000 employees and revenues of $5M to $1B.

This leads me to my point, which is easiest to phrase in the form of a question. Are the CRM or SFA requirements for multi billion-dollar companies any different from the smaller enterprises out there that make up the bulk of the economic drive and job creation throughout the world?

The answer is a bold, unanimous no. There is absolutely no difference between the CRM and SFA requirements of a global enterprise as a 12-man operation doing $2M in business a year. The core issues of CRM and SFA are the same across all markets.

Companies of all shapes, sizes and markets need a complete, accurate and clean store of critical customer information. To stay competitive, they require a seamless and smooth method of gathering information at every level of the organization. All of this has to be laid out on a collaborative network structure that allows crucial information to be accessed by any member of the team. Armed with this information, companies can best address the needs of their customers.

If you are among the majority of small-to-mid market enterprises out there, don’t assume that only multi-billion-dollar companies can take advantage of the potential of sound CRM and SFA solutions. The reality is, the sooner SME companies recognize how CRM and SFA fit into their own “grand scheme of things,” the quicker they get to realize their own potential.

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