It’s 2019, and a common trope is that automation and technology are job-killers. These fears are particularly prevalent in the sales world. Technology has changed the traditional buying process, and a common line of reasoning goes: “there is no need for traditional salespeople - or any salespeople - in a world where buyers can do research online and have their questions answered by bots.” Analogous arguments exist in almost every profession.
Far less discussed are the countless numbers of jobs being enabled by new technology every day. While these are often overlooked in broader discussions about the future of work, they are sharply in focus at Bandalier, because many important elements of our organization’s sales processes and culture could not have existed in the same form even a decade ago.
Our inside sales teams have conducted sales calls from Binghamton, NY on behalf of clients based in places as far away as Australia and the Philippines. A suite of software tools developed in the last few years makes our work immeasurably easier, from internal communications to collecting and analyzing data.
Certainly, it’s true that tools like these have eliminated certain types of work--generally, mundane tasks salespeople used to dread (for instance, putting data into spreadsheets, or manually dialing numbers). Using these technologies, our employees are free to focus on higher-level work that is far more likely to generate results (for instance, researching client websites and Linkedin profiles before reaching out, and then tailoring their pitches accordingly)--and more difficult to replace with bots.
One decade ago it may have been hard for a sales manager at a growing tech company to wrap their head around using an inside sales team based thousands of miles away in a small city in upstate New York. They might have asked questions like: “how will we know they are actually working?” or “how will I provide them with feedback the way I could with an in-house team?” These tools have given us great answers to these questions, allowing Bandalier to create economic opportunity in parts of the country where start-ups and jobs in tech are usually harder to find.