What makes a great sales process?
Processes paired with the right business tools in order to drive maximum revenue at the lowest sales administration cost possible. If you can do that while providing excellent customer service and a rewarding experience for your employees then you’re really on to something.
Which makes me wonder – can you have a great sales process when the tool in the middle of it all is…a fax machine?
At a recent technology conference, I presented a session entitled, “Why mobile, why now: a decision maker’s guide to success.” I asked the audience, “How many of you use a fax machine in your sales process?” Out of the approximately 110 people in attendance, half of them raised a hand.
Mobile app developers salivate at the sound of this kind of news.
Back in the 1980s and 1990s, the fax machine had its heyday, but it no longer serves us well. Today, using the fax machine as a tool for sales and purchasing processes can have a negative effect on your business. Here are some reasons:
- It’s wholly inefficient.
- It’s unnecessarily time consuming.
- It creates potential for inaccuracies.
- It terrifies younger workers.
In a world of integrated systems—ERP, CRM, e-commerce, mobile commerce—the fax machine should be at (or near) the top of your hit-list of antiquated tools to replace.
When a transaction is faxed, literally twice as much labor is required to complete the transaction than with an integrated mobile sales app—or even an online solution. A faxed order is first created on one system by the person generating the order, then it must be received, reviewed, and entered again—this time in the system of the receiver.
Benefits of an integrated mobile sales app include:
- eliminate the redundant entry on the other end of the transaction
- speed up the supply chain
- reduce of errors
- better experience for the sender and the receiver
Whether you realize it or not, you are inevitably hiring workers in the new generation of so-called digital natives (those who were born using digital technology). Will your sales training include processes built around the fax machine, or will you embrace modern technological processes that will make your team more productive—and help you attract and retain an efficient and staff?