This is about focuses on leadership and teamwork. It also brings technology to t

Question

This is about focuses on leadership and teamwork. It also brings technology to the discussion. Consider the following questions about the use of technology in the sales plan. Since sales and salesperson profits rely on territorial nurturing and relationships, how does the use of technology effect the result for each salesperson … making the sale? Is it a positive experience for everyone in the mix? Are boundaries that define the sales territory being broken by using tech? Does this really matter if many companies are moving to a “team” approach?

Thank you.

Explanation / Answer

The use of technology depends on person utilizing the technology. Since like everything has its advantages and disadvantages, use of technology can help to increase coverage area. To reduce number of conflicts, use of technology should be defined in such a way that at the broadest level, it is highly centralized and as it comes down the hierarchy, it becomes highly structured with constrainst such that conflicts are avoided. e.g. If a sales person is assigned to a certain teritory, all the initial communications from probable customers should be handled from centralized center and further assigned to applicable sales person. Once assignment is complete, all the constraint in use of any form of technology should be reduced to improve business efficiency.

This will help to ensure positive experince for business as a whole as well as individuals and also ensure team approach wherever need arises, though such decision and workflow will depend on strategic thinking of higher levels of hierarchy.

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