The past, present, and future for a sales professional is ever changing with technological tools constantly being upgraded. I began my career before the technology boom. It is overwhelming to see the benefits from the past to the present and still realize I rely on the “old-boy” concepts.

Before all this technology came my way, it seemed that we had more face-to-face encounters with the companies we represented. Through national sales meetings and regional meetings we got firsthand information from the companies on a more personal level. We also had more product training and a better understanding of the company management. In other words, the personal touch is quickly fading.

With all the new technology that we have today we have to rely more on ourselves to do this job of sales. We have been forced to learn the ways of Internet sales, beginning with the accomplishments of typing, Blackberries, video Skyping, conference calling, and the never-ending Googling.

Of course, this has made us more efficient in today’s globalized economy. This technology has better equipped the agencies to get the best results that are required to increase revenue for themselves and their principals.

After saying all this, some things never change. Sales calls are still required on a face-to-face basis. We all know the key to increasing sales is the relationship you have with your customer. Technology can never replace the one-on-one relationship you have with your customer which is the power of success.

The point is that communication was and will always be the key between the customers and the principals you represent. And yes, the computer technology of the Internet allows us the immediate response; however, this “old boy” finds some things never change.