Turn On, Tune In–or Drop Out

When the going gets tough, the tough get connected. Knowing how to use PDAs, PC spreadsheets, and similar tech tools has become a core survival skill for sales personnel.

5 MIN READ
From file "056_PSs" entitled "PSSSHT11.qxd" page 01

From file "056_PSs" entitled "PSSSHT11.qxd" page 01

Within minutes, the tech-savvy salesman is in front of a potential client and, although the meeting lasts only briefly, he generates momentum in the relationship. Before the meeting is concluded, he schedules a firm appointment to discuss a sales opportunity. Meanwhile, the other salesman still is plodding through his stack of business cards. Ultimately, he discovers he won’t have time after all to squeeze an extra stop into his day.

Survival Skills Besides the obvious increase in productivity, the technologically savvy salesman is able to rapidly manage larger amounts of information. For example, upon learning of the unique aspects of the prospect’s business and upcoming project challenges, the technologically savvy salesman enters that data into his computer while the plodding salesman may scribble a few notes on the back of a business card; eventually, the plodding salesman discovers he is about as ready for the dry season as a toothless, aging cheetah.

The future Sales Leaders of our industry will most assuredly be those that manage larger amounts of information than their competitors do and do so faster than the plodders. Consider the following if you want to be among the success stories.

1. Plan a database strategy. You may not realize it now, but the information you gather today will be the information that gives you power that endures for many years in your career. And the only powerful way to manage that information is with modern tools of technology.

To get started, just visit your local office supply store and buy some database software. The worst thing that could happen is you invest $200 and later discover a better method. But this is part of the process of self-improvement and becoming the fitter performer in the jungle of sales.

Rick Davis is president of Building Leaders, Inc., a Chicago-based sales training organization. 773.769.4409. E-mail: rickdavis@buildingleaders.com

2. Use spreadsheets to manage data. There is almost no better way to manage large amounts of numeric data than a spreadsheet. Spreadsheets are simply tables of information that enable you to track relevant data such as prospecting efforts, customer purchases, sales projections, and more. The problem for many salespeople is that they feel intimidated because of their inabilities. The key is not whether you know how to use a spreadsheet, but rather is the way in which you want to manage information. Figure out what information you want to manage and then go to work. You’ll quickly discover that spreadsheets are easy to use and your grasp of important career information will quickly improve.

3. Make your information portable. Speed and maneuverability are contingent upon your ability to quickly access information. PDAs and laptop computers make quick information access readily available. Invest in a device that will permit you to manage information while on the go.

The most important aspect of your career development is the investment you make in yourself. There is no need to wait for someone else to provide you with the technological tools. If you are waiting for the price of computers to come down, you are late. And the longer you wait, the further behind the pack you will be.

About the Author

Rick Davis

Rick Davis is the president of Building Leaders. Learn more about his upcoming public sales and management seminars at www.buildingleaders.com or contact him directly at rickdavis@buildingleaders.com.  

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