Why Sales Technology Projections Are So Critical

Sales groups tend to be early adopters of new technology. In some cases, like email and the smartphone, it’s been the salespeople themselves who have embraced the new technology. In other cases, like Sales Force Automation and Customer Relationship Management, the impetus for new technology has come from sales management. Not surprisingly, sales groups often pioneer technologies that later become more widely applied across the corporate landscape. A prime example of this is “cloud computing.” Computer scientists had been suggesting that computer power could be provided using a public or private utility since 1950s. However, it wasn’t until the early 2000s that Salesforce.com proved that the concept was practical and economical. Several years ago, an article in Selling Power Magazine entitled “Salesforce of the Future” made the following predictions:

  1. The Internet will NOT replace B2B sales professionals.
  2. CRM will extend into the entire marketing and sales cycle.
  3. Outside sales would be wireless connected.
  4. There will be a wealth of add-on sales tools.
  5. B2B sales will become more collaborative.


Obviously, since the predictions proved largely true, sales executives who read that article were more likely to devise effective strategies over the past ten years than those who assumed that sales techniques and technology would either remain static or go in an entirely different direction. For example, sales executive who believed the prediction that a hybrid sales model would emerge naturally prepared for that model by investing in both website and sales training. The sales executives who lost out were those who continued to believe that “B2B selling means pressing the flesh” (i.e., selling techniques would remain static) or that “B2B selling will be largely replaced by an online marketplace.” Read Complete Chally Insights Blog Article