Recently the Harvard Business Review published an article The Technology Trends That Matter to Sales Teams. This article hit the nail on the head when it came to identifying the impact technology has had to sales as we know it.
A tool that sales people have been using for ages, Customer Relationship Management platforms, has also gone through drastic changes over the years. At least 5 of these changes have had major impacts on how we conduct sales today:
Cloud vs On-Prem
The past couple of years has seen a major shift in where the data from CRMs are stored. Instead of data being stored on servers behind corporate firewalls, there has been a major shift in moving this data to the cloud. The advantages of this model are enormous – with one of the most beneficial being the flexibility of where and how you access it. Storing CRM data in the cloud now means sales people are limited to access points that are behind the firewall. Instead, they now have the freedom to access this crucial information anywhere that has an internet connection. Whether it is in an airport or a local café, or on the go via a mobile device, CRM data is always available your fingertips to keep you as up-to-date as possible.
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