Back when the idea of a “virtual office” or a “paperless office” was all the corporate world could think about, for most of us, the idea sounded extremely appealing. Everything was to be performed and saved in computer systems. You could do all this in the flick of switch, the click of a mouse. You wouldn’t even need to discuss with your co-workers any more.
In 2007, a study showed that by the year 2009, 41% of the time employees spend at work will be used for replying to emails.
Forty-one percent! In case you haven’t noticed, that is quite a large number. And yet who can blame anyone? E-mails are quick and easy to use. It’s no wonder that people in the office would rather just send emails rather than have to talk with anyone face-to-face.
That is the issue. Sending emails is more secure, far easier, and to a sales person, it’s so ineffective.
Here, we tackle the problem of personal relationship versus the convenience from technology. For instance, it is extremely difficult to establish trust among sales manager and sales rep if their only point of communication is through their own Blackberry phones.
No amount of electronic messaging could substitute the intimacy and familiarity of real human contact – this really is crucial particularly for sales people.
A great leader “gets in their grill”, (as one of my past bosses used to say). And as being the sales manager, you have to get in your reps grill. Speak to your sales people, ask their ideas, consider their point-of-view. Give them a call and offer to assist them to on their jobs every now and then. When I say talk to them, I mean talk to them. Keep that Blackberry phone in your pocket, and walk to their workstations or get out in the field with them and discover what is really going on by using real human contact.
It’s so easy, and it is a lot more effective as compared to typing a one-liner email on Outlook.
Forget about the blackberry stuff. Create a two-way relationship with your sales people.