Today's sales teams need to be more tech savvy as their customers grow more tech savvy. But to effectively transition salespeople to using more technology, managers must be included in the training process, says Jeff Haggard, vice president of sales for Haggard & Stocking, Indianapolis, IN, in Who's My Coach? The Changing Role of Sales Managers.
“If my guys are going to be more tech savvy, I need to be as well,” he says. “If I’m going to teach, I need to learn.”
Managers must learn to analyze data, address business profitability and efficiency issues and communicate across fields both inside and outside the company. Cross-training should also be a portion of the training to help sales personnel work most efficiently across mobile devices with data software and analysis tools.
Implementing more technology and using data can also help recruit new salespeople. Harnessing the prospects of that data is something that younger generations may find inspiring instead of daunting. Providing structure and training around technology tools is a good starting point for shifting an age-diversified sales team.
Read more about how managers can more effectively engage their sales teams in Who's My Coach? The Changing Role of Sales Managers.