If I tell you to dig a hole in your backyard. You would probably think it would be very easy except for the part you won’t be able to use a shovel but instead all you can hold is a spoon.
Sounds easy, right?
The job that once seemed so cake now feels like a hell of a job.
The same with employees who don’t have appropriate technology in completing their jobs efficiently and correctly. It usually makes them frustrated and there’s nothing wrong about that. Especially in Sales and Marketing, having the right tools in vicinity can create significant productivity or visibility advantages. If a sales rep feels they don’t feel the system in closing the deal, they might go somewhere else to close it.
So just how many sales reps feel they are getting spoon instead of a shovel? Nearly 30% of the sales reps surveyed in AA-ISP’s 2014 Inside Sales Top Challenges report. Tools and technology was ranked the third most pressing issue out of 15.
But managers aren’t intentionally withholding technology from reps.
But that does not mean companies are intentionally withholding technology from people. According to Bob Perkins, AA-ISP founder and chairman, many leaders are confused as to which tools their sales forces truly need.
At an AA-ISP leadership retreat, “managers weren’t sure which technologies were must haves vs. nice to haves,” Perkins said. “They wanted help prioritizing.”
In Perkins’ opinion, the following eight tools fall into the “have to have” category (listed in no particular order):
- Two screens
- Mobile device
- Wireless headset
- Screen sharing tool
- Quality CRM system
- Advanced LinkedIn
- Sales accelerator tool (i.e., a dialer)
The good news is that sales leaders are not declining this fact in technology problems.
But perhaps most important of all, they’re doing their homework. “Leaders are doing research on tools to see which ones can help them,” the report states.