Sales People are NOT Immune to Bionic Automation

If you look up the definition of the word - bionic, here is what you will find:

A machine that is patterned after principles found in humans or nature; for example, robots. It also refers to artificial devices implanted into humans replacing or extending normal human functions.

In the printing industry, automation of many processes has dramatically changed the production of printing. The new digital printing systems take the traditional lithography functions of putting ink on paper and replace it with automated digital technology. In many cases, the untrained eye and even some very well trained eyes can't distinguish the difference. The quality and clarity of the images produced are excellent. This is one reason quick printers have adopted digital print technology.

However, quality is just one of the reasons. The primary reason for new technology adoption is the automated benefits of machines replacing the talented craft of a journeyman printer. Today, journeyman printers are difficult to find and traditional printing is becoming a lost craft like the blacksmith was in the horse and buggy era. The marvel of the automobile revolutionized the transportation industry just as technology and automated communications are revolutionizing the printing industry today.

If Sales Is a Process, It Can Be Automated When you ask a sales professional about what they do, they will tell you that selling is a craft and a process. When you take away the firm handshake, the voice of reason and convincing assurance you are making the right decision, the selling process can be automated. With today's technology and communication tools, 80% of what leads up to the closing sale can be diagramed and processed. This is bionic selling because these functions can be patterned after principles of humans.

If the bionic patterns of the selling process are designed to follow the best practices of selling and automated with the push of a button by a human, you have a great system.

Sales are NOT immune from automation and businesses can either take advantage of automating the selling process or fight the technology. Where does this leave a business that doesn't adopt the automation of a selling process? In a few years, you will find them listed in the white pages next to the blacksmith or you won't find them around at all.

How to Get Started If you are in a manufacturing business like printing, the production system is mapped out for efficiency and speed. Just look at some of today's digital printing systems and you will know what we mean. If you get a chance to ask a printing business owner to layout their production process, they can list this quickly and clearly. Processes in the manufacturing and printing business are foundational and printers are always looking for ways to make the production process more efficient. A perfect example of this is the Six Sigma trend towards quality and precision because it places a focus on the process of manufacturing.

If you ask most business owners to map out their selling process, you will get a blank stare and a questioned look that leads to fear. Most salespeople can't recite the selling process and some, so called experts, don't understand the process well enough to teach it. Here are a few things you can expect from a sales automation system. These are the functions I build into my sales automation solutions.

• Automation of 80% or more of routine sales activities
• On-line features that make selling and selling management a virtual process.
• Automated sales management notification of good and bad performance activities.
• Adoption and execution of the four primary methods of communications.
• A system that salespeople and sales management will enjoy implementing.
• A system that can be adopted quickly and is affordable with guaranteed results.

One of the important factors is the ability to embrace technology and NOT be afraid of change. Every industry uses a slightly different pattern of success and requires a customized sales process. This is where an expert in mapping out your selling process is required. Look for someone who understands your business. Once you have this mapped out, execute the automation with a passion and you will quickly reap the rewards of bionic selling.

by Steve Martinez, President of Selling Magic and a Mastermind Sales Process Automation Guru http://www.impactivator.com.