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Twenty-five years ago I started my sales career. It is amazing that we were able to sell anything back then considering the limited technology. Think about what was not commonly available back then:

No PC’s or laptops
No spreadsheet or word processing software
No voice mail
No email
No Internet
No FAX
No cell phones
No overnight delivery
No CRM, SFA or ERP software tools

For the most part it would be virtually impossible for sales professionals to do their job today without most of the tools noted above. If we look ahead 25 years what changes can we anticipate? New technology will continue to be created at an increasing rate so we can expect some significant changes in available technology for sales professionals. For instance:

1. A salesperson in 2032 will carry a foldable tablet that will allow them to access information; it will also allow anyone they designate to easily access information they want to share. Unfolded it will be 8-1/2” X 11” and will fold up to wallet size. It will be operated by touch and verbal commands. If desired, a picture of the person they’re talking to will be available. It will run for weeks without needing any kind of power input. The salesperson will be able to create text by just speaking; no keyboard or mouse will be needed. Instead of printing, the salesperson will simply send data to other users’ tablets. Did I mention that these tablets will be about $100 or less in today’s dollars?

2. Personal assistant software will be how the busy salesperson will organize their day. This software will take its cues from the user’s foldable tablet and from additional voice input provided by them. It will take all of this information and ensure that the salesperson receives it in a way that best suits their style. It will learn their scheduling patterns and preferences and adapt accordingly. Through artificial intelligence the customer’s personal assistant will automatically contact the salesperson’s personal assistant if both personal assistants conclude that customer and salesperson need to be in contact. It will know all of the salesperson’s customers and prospects and ensure that they follow-up with them in a timely fashion.

3. Almost all of a salesperson’s contact with prospects and customers will be through technology. A three dimensional holograph of both salesperson and customer will be available in holographic meeting facilities. These facilities will be much like video conferencing facilities today. Product demonstrations can be easily accomplished through these facilities. Because of the increased use of technology for communication, sales territories or boundaries will disappear, a process that has already begun. The globe will be the territory for the salesperson selling in 2032. Foreign language skills will be quite valuable for sales professionals in the future.

Some of the technologies mentioned above are already available in elementary forms. Increasingly we know that sales organizations that leverage technology are more productive. It is important that sales management keep their eyes open for emerging technologies that could benefit their salesforce.

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Tags: technology

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