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How will technology continue to change the roll of the sales rep?
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The Future of Selling
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5 Answers
Technology won't so much change the role, as it will make sales reps more efficient. Sell and meet from the desktop rather than get on a plane or drive for 3 hours. Share samples, drawings, information live over the internet. Conduct a virtual sales call via high def video conference. Use tools that help them connect with prospects. Blog to get found. Use integrated CRM to track the sales process. Use the cloud to track online interactions.
The role really doesn't change only the locale and the tools will change.
Awesome question. I think there will be a major change in technology. The Ipad the IPhone are the tip of the iceberg. Apps like Sales Strategizer by trust triangle is an example of where the future is going. More information availalbe on the smart phone, surveys on the IPad, bar coding, video, etc. I look forward to the future of technology for sales professionals.
Normally, I would tend to agree with Dave on this. However, the widespread availability of very sophisticated data analytics will have a profound impact---perhaps less on the role, but more on their impact. With analytics, we can now intercept the right customer at the right time with the right message and the right offer. In projects we've been involved with, we've seen orders of magnitude increases in productivity, results, and improvements in customer experience.
Just as I'm about to push send, in re-reading this, I suppose the role isn't changed so much as the impact.
Technology as any intervention between the salesperson and the customer can enhance, detract or even be neutral. Enhance as others said by allowing more time for relationship building, greater efficiency. Detract by allowing technology to control the sales person, the sales process and replace robots with people. Neutral when as David talked about not using the metrics that technology can brings. A fine balance will be required and to achieve that balance may take far more time than people are willing to invest.
I think technology will continue to revolutionize the role of the buyer, and therefore (with a lag) the role of the seller. In areas where the sales person adds a great deal of value to the sale (so typically B2B sales) the abilities and knowledge of the sales person will become even more critical, but in the new economy, until buyer and seller meet face-to-face, technology will continue to change the roles.
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