| | July 20218ARE THE SALES PEOPLE NOW THINKING LIKE SCIENTISTS? uring our recent involvement with sales team, what we noticed is, "Are sales-people now thinking like scientists" A lot has changed, when I involved my-self from 2013 in sales CRM software implementation, I see sales people are acting more like a scientist. Sales peoples are no more sales peoples, they talk technology, sell technology and dreaming technology.During our recent interaction with SAP and HCI (Hyper Converged Infrastructure) team, both of the salespersons were quite conversant in technology and also in using it. They were even able to show some demo on their respective technology. Now with the technology to back them up, the best salespeople are putting data first, details of clients, their requirement, technology availability etc. In our business of real estate, our sales team is also talking technology when they are selling our business, flats, commercial tower, etc. Even they are talking like a "data scientist" with a totally data driven approach.When I joined this company one year back, our sales team was working on some data points manually. After implementation of some CRM tool and BI tool, they are ready with their automated data requirement and we appreciate that our sales team is doing their work on data points solely.In my last job, our MD of that company believed in data solely and had created a team for data analysis, data strategy team, as he believed in data points. The importance of data has never been so clear. The digital age has given birth to both opportunities and challenges, and if you are in sales, you are probably in the midst of this transformation.The internet has transformed the world into an interconnected entity, with trade largely defying borders and politics - Somebody sitting in London calling through LinkedIn for our Mumbai Property. They are tracking our property digitally from London which they were interested on investing in. At the same time, the shift to digital only and hybrid business models gave rise to an unprecedented amount of data generated by users daily while they interact with brand's websites, mobile apps, Facebook, LinkedIn and call centres. By Chitranjan Kesari, Head IT, Kanakia GroupDChitranjan Kesari, Head ITIN MY OPINION
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