Technology has lent an infectious grip upon us, so much so that its unwavering influence has upended every sector of business. Every company regardless of size and industry is feeling the pressure to induct the latest technological trends or upgrade their dated tech machinery to be on the same echelon as the top companies are.
It is true that adoption of new sales technology is benign to the future health of a company. Revenue increase, acceleration of deals and boost in employee productivity will follow. But here arises the Achilles heel. Will employees respond positively to this new change?
Studies have shown that no matter how shiny and exiting a tech stack addition is, most of them end in disaster when they are rolled out. Employees cannot fathom the value it provides to their company or it is complex enough for them to milk it properly.
Lack of urgency and poor communication are other reasons employees balk this digital transformation.
As a sales leader, you have to take an employee-centric stance while adopting a software rollout. Embracing a new tech takes time. Here is a lowdown.
- Choose simple products: Take your team’s interests in mind while shopping for new sales technology. Look beyond features and costs and focus on user-friendliness and functionality. If your team finds the new tech approachable and intuitive and it solves their pain points, then the software can be successfully implemented.
- Emphasize its value and benefits: Getting software on board just for the profit of the company or on the recommendation of top management can be detrimental to the mindset of the employees. They will show less interest in the brand-new software, let alone realize its benefits. Communicate to your employees about how the tech can make their work easier and increase their potential. They will be more receptive to change if the software benefits them personally and they can make new accomplishments.
- Customize training: Familiarity with the software even to the minutest detail is necessary for a positive deployment. There may be employees who are tech-savvy and don’t require extensive sessions to be familiar with the new tech. On the other hand, you will come across employees who need handholding and support in the form of a personal coach. Whatever may be the case, employees should be made to feel that the management is investing time in them. Empathy and humility should reign throughout the training period.
- Make a roll-out plan: Once you ink the deal about buying the new software, create a roadmap for the roll-out. Plan the roll-out dates and intimate the employees in advance. Will it be better if you roll out the new tech all at once or is it better to go in phases? What types of training will you need? Will you customize training sessions?
- Measure the success: Keeping a tab on how your employees are getting on with the new tech is important to gauge their proficiency. Realistic goals should be set for each team member and the progress should be monitored accordingly. Publish success stories about the new software. Maintain open channels of communication and gather employee feedback throughout the training process.
Adopting new sales technology to revamp the sales structure of your organization is a welcome move, through the transition won’t be smooth always. With effective communication amongst employees and a bit of empathy, the software induction process will go smoothly. However, proper evaluation of the software is also required to understand the value it imparts for each employee.