{"id":11155,"date":"2019-04-30T00:00:57","date_gmt":"2019-04-30T00:00:57","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/leaders-three-questions-you-should-ask-about-technology-you-commit-it\/"},"modified":"2023-07-17T19:17:58","modified_gmt":"2023-07-17T19:17:58","slug":"leaders-three-questions-you-should-ask-about-technology-you-commit-it","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/leaders-three-questions-you-should-ask-about-technology-you-commit-it\/","title":{"rendered":"Leaders: Three Questions You Should Ask About Technology Before You Commit to It."},"content":{"rendered":"\r\n<p>When it comes to the technology we can use to make our day easier, we live in an era of astonishing, intimidating variety. Sometimes it seems there are just way too many options! It\u2019s easy to become infatuated with a new, cutting-edge application\u2026 but we should think twice before we make a permanent commitment to a new piece of technology. <a href=\"https:\/\/www.sandler.com\/blog\/three-ways-sales-leaders-can-develop-a-powerful-sales-strategy-in-a-digital-environment\/\">Understanding and leveraging sales technology<\/a> beforehand can be a huge vantage point. Before we invest precious resources like time, finances, and our team\u2019s attention on implementing a particular software application, we should consider the following questions closely.<\/p>\r\n\r\n\r\n\r\n<p><strong>QUESTION ONE: WHAT IS THE MAJOR PROBLEM WE ARE TRYING TO SOLVE?<\/strong>\u00a0Sometimes, as leaders, we come across a new piece of technology and we get excited about its potential \u2026 but we don\u2019t step back and ask ourselves what, exactly, we are trying to achieve by implementing it throughout the organization. Is the issue we are trying to solve an issue across the board \u2013 or is it an issue that only affects a few people? If we don\u2019t plan things out carefully, we will end up repeating the cycle with the next cool piece of technology we come across, bombarding our people with too many tools, and actually lowering their productivity. That\u2019s the exact opposite of the outcome we are trying to produce.<\/p>\r\n\r\n\r\n\r\n<p>We need to begin with the end in mind. Is the application supposed to save time? Is it supposed to generate more accurate information than we\u2019re getting right now? Is it supposed to help our people communicate more effectively? Those are three very different goals. Consider picking one \u2026 and then looking critically at how well this particular application accomplishes that goal. If it does all three, so much the better \u2013 but we should begin the process by identifying the\u00a0<em>one\u00a0<\/em>thing that we most need this piece of technology to do.<\/p>\r\n\r\n\r\n\r\n<p><strong>QUESTION TWO: WILL OUR PEOPLE ACTUALLY USE THIS?<\/strong><\/p>\r\n\r\n\r\n\r\n<p>Don\u2019t automatically assume the answer is going to be \u201cyes.\u201d There are many, many factors to consider here \u2013 the working culture of the organization, the willingness of a given team to adapt to a new way of doing things, and the skill of the management team introducing the change, being just a few. Another big issue is whether your sales leaders are behind this. If they\u2019re not, consider the initiative DOA (dead on arrival)!<\/p>\r\n\r\n\r\n\r\n<p>Don\u2019t make the mistake of thinking that something\u00a0<em>you\u00a0<\/em>find intuitive will be intuitive to everyone else in your organization. Test a rollout first on a small scale, and see what kind of feedback you get. If it\u2019s the kind of feedback that suggests you really do have the right tool for your organization, proceed to &#8230;<\/p>\r\n\r\n\r\n\r\n<p><strong>QUESTION THREE: WHO ARE THE CHAMPIONS?<\/strong><\/p>\r\n\r\n\r\n\r\n<p>In order for your teams to adapt successfully to a new piece of technology, one that changes the rhythm of their current\u00a0 working day, they will need role models. They will need to hear from people who have successfully made the shift you want them to make \u2026 and who are ready, willing, and able to talk about why it made sense for them to make that shift. Identify these internal \u201cchampions\u201d and create a platform where they can share what they\u2019ve learned to do, and why they\u2019re excited about using the new tool. Make sure their message gets repeated over time and in multiple media, so that the rest of the organization can see that this isn\u2019t just a \u201cflavor of the month\u201d situation, but something that will be sticking around for a while.<\/p>\r\n\r\n\r\n\r\n<p>If you ask yourself these three simple questions, and then pursue the answers with commitment, you can avoid the all-too-common trap of investing heavily in a \u201cgreat new app\u201d that hardly anyone ends up using.<\/p>\r\n\r\n\r\n\r\n<p><strong><a href=\"https:\/\/evernote.com\/templates\/sales-pre-call-planner\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">Looking for a note taking app to help your sales team during training, prospecting, or pre-call planning? Evernote is a great tool to leverage within your organization. Check out the Sandler Pre-Call Planner template that we\u2019ve included right within the Evernote app.\u00a0<\/a><\/strong>\u00a0<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>When it comes to the technology we can use to make our day easier, we live in an era of astonishing, intimidating variety. Sometimes it seems there are just way too many options! It\u2019s easy to become infatuated with a new, cutting-edge application\u2026 but we should think twice before we make a permanent commitment to&#8230;<\/p>\n","protected":false},"author":167,"featured_media":11156,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1153,1033,1035,1154,1220,1319],"class_list":["post-11155","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-business-development","tag-leadership","tag-management","tag-professional-growth","tag-sales-leadership","tag-technology"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Leaders: Three Questions You Should Ask About Technology Before You Commit to It. | Sandler Training<\/title>\n<meta name=\"description\" content=\"When it comes to the technology we can use to make our day easier, we live in an era of astonishing, intimidating variety. 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