Of course we expect our salespeople to be self-driven, self-managing and independent (in fact aren’t those qualities we look for at the hiring stage?)
However, we also – and now more than ever – expect them to communicate and collaborate with us and also with their fellow team members.
We managers can’t get a good insight if our salespeople aren’t communicating about, and logging call and account activities into CRM.
But here is that dichotomy: How can we get that insight we need â€“ and the total visibility â€“ when there is such poor CRM adoption, which is driven a great deal by this independence streak?
We must find a way to change attitudes, and the only way to do that is by providing processes and tools that are non-obtrusive and actually provide value to front-line sales professionals based on their natural inclination to be independent.
I cannot think of an example where this is a bigger problem, than with external salespeople. Â Much of what we put in front of them from a technology stand-point just adds complexity which further exacerbates the problem.
Now the good news: New tools like Salespod that are designed for mobile devices are changing all of that: The form factor and the “functionality-factor” (always-on, always-connected, geo-tagging) provide an obstruction-free mechanism for communication and collaboration.
We are now living in a mobile age and we have two simple choices: Adapt and thrive, or do nothing and lose ground on the competition, who may already have this all worked out.
News: Many thanks for all the messages following Saturday’s post announcing the 2013 Top Sales World team for 2013 – if you missed it, do please scroll down.
Over on Top Sales World today we are promoting a brand new guide from Nancy Nardin “Top Sales Productivity Tools 2013″- you can download your FREE copy here Top Sales WorldÂ