The Technology Age | Agency Sales Magazine

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Refrigerators with TV’s, unbelievable virtual reality games, computers that are the size of a pen, pens that recognize and save your handwritten notes, software that converts your handwriting into your own font… wow!

Entertainment aside, there are some valuable tools that all reps should consider. To be a good road-warrior rep, here’s a short list of hardware technology you should have:

PDA-phone that gets e-mail.
Laptop.
Wireless/remote connection.
Personal recorder or device with message-to-self ability.
GPS system in your car.
Maybe a digital camera.

Taking it to the next level, advanced ideas might include a video camera, travel printer or all in one printer-fax-scanner, radar detector (or a helicopter!).

Important systems and software internal to your rep firm should include CRM software for reporting (remember that data is king). You want an easy method for salespeople to frequently update the database and a module in the database that includes new business opportunity tracking with emphasis on action items. You should also have a sales/commission tracking software with future payment analysis. Be sure to have redundant servers and/or uninterruptible power supplies actively in place.

It is also important to get industry and market data on your territory in order to better analyze trends and provide feedback and ideas to your principals.

Because we are bombarded with new technology and so much information, we must first determine what information is necessary. It is important to convert the information into useful data and then streamline it into valuable knowledge that will help you succeed at your specific mission. Try not to lose focus or get distracted by all the noisy information.

Reps are “communication experts.” And as an expert, you have to be able to easily access the data and information necessary to supply great knowledge — knowledge that is up to the minute, accurate and reliable. Remember to focus on the knowledge that is important to your customers. And remember, it’s still all about communication.