Effective Tech: Nothing without a Strong Foundation
Something I get a lot of inquiries about from coaching clients and other sales professionals is technology. As our world moves increasingly (and in some cases, entirely) online, this question seems to pop up more and more.
And so...we’re diving into a new series here at This Sale Life: Effective Tech.
Welcome and I’m glad you’re here. :D
One of the interesting things about the “tech question” is that it’s nothing new. It’s as old as commerce itself. People have long been asking, “What’s the most efficient and effective way to accomplish this?” and coming up with different technological innovations and inventions to work better, faster, and more successfully.
The inverse is also true. Technology (generally speaking) has long been a huge part of human advancement. There are still plenty of people on the fringes, however, preaching the evils of technology from their far flung soap boxes to anyone who would listen. The question of, “Just because we can, should we?” has been discussed among philosophical circles long before Mary Shelley wrote Frankenstein -- probably one of the most famous literary examples exploring that question in explicit and gory detail.
Our tech series here at This Sales Life will explore technology generally, not specifically. I won’t be recommending the best apps or telling you what programs to invest in that will double your sales or triple your quarterly commission checks. Nah, there are plenty of opinions out there without my voice in the cacophony. And honestly, specific technology questions are best answered by YOU, the specific person. Your tech needs will be different than mine depending on your job, audience, clients, and customers. (More on defining what these are and how to choose specific tech in later posts!)
Instead, we’re going to explore technology as a helpful tool, put it in its correct place, and help it work for us as sales professionals. And as a result, We will be more effective, more efficient and, ultimately, less stressed.
We’ve got to start with the basics, before we dip into tangible ways to integrate technology. Without a firm foundation, a building is destined to crack and collapse. And without basic organization principles, technology can’t help you in any meaningful way. In fact, it can even become an obstacle or a hindrance to success. An important thing to keep in mind is that no tech can solve your problems for you, but well-placed tech can assist you in solving problems yourself.
Think of integrating technology like the process of building a house. First, you need a solid foundation. Then, you’d hire expert subcontractors to work on individual projects. All of this must be overseen and organized by a project manager in order to be successful.
You’re the project manager. Software and technology are the subcontractors.
Later in this “Effective Tech” series we’ll dive deeper into making sure you hire the right subcontractors (to continue with the metaphor). But today, let’s get that solid foundation in place.
In order for technology to make you more productive and effective, you’ll need these foundational bricks in place FIRST:
1) Discipline.
Ultimately, you’re in charge of your own career. Can you get things done on your own? Stay motivated? Keep going when things are tough? Strengthen your discipline off-line so that tech can eventually assist you, not send you reminders you consistently ignore and snooze.
2) Focus.
Tech can help you focus...but it can just as easily distract you. If you’re not disciplined (yep there’s that word again, get used to hearing that one!) enough to focus regularly, you’ll be easily distracted when your browser has 100 tabs open and you keep getting emails pinging you when you’re in the middle of a task. Personally, I have a regular meditation practice that keeps my brain sharp, I have a strong why behind everything I do and additionally, I utilize technology to silence notifications when I need to focus up.
3) Prioritize.
While an app can keep track of all the things that need to get accomplished, it can’t tell you what’s most important. You need to have a handle on which tasks have priority over others and where you need to put your focus throughout the day.
4) Delegation.
Technology can certainly help you delegate and track tasks, but only if you’re a practiced and proficient delegator to begin with. Learning which tasks to outsource and which ones to keep on your own plate helps you become an effective project manager who can effectively manage all their subcontractors. And if your management-ship needs more tools, check out my one-on-one coaching services.
5) Communication.
While teleconferencing and emails are certainly efficient methods of communication, if you’re not asking the right questions, understanding what your clients need or talking to the right people within your client’s organization, it doesn’t matter how many calls you make or follow-up emails you draft. In some cases, the more technology you use (email vs. a phone call) the more diluted your message can become. Clear communication requires complete comprehension of client needs, something you’ve got to research and synthesize for yourself.
6) Contact Organization.
While a great CRM system is invaluable, you must first understand who needs to be included and what those relationships are. Each client situation will be different and individualized to some degree. You can’t employ technology with broad strokes. Technology only assists with the organization you’ve already got in place.
In summary:
Tech can’t buy you discipline or prioritize for you.
There are essential cognitive skills you’ll have to sharpen before technology can really do its job well.
Next post, we’ll look at understanding what technology does best and where you can use it. That means collecting background data and finding ways to keep you accountable with setting career goals.
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As we wrap up our series on effective tech, I’d like to pause a moment to look backward on what we’ve discussed and look forward towards what’s next. To a large degree, taking that adjustment time to integrate tech successfully into our workflow is what makes it effective.