Fear of technology, job uncertainty, or resistance to change... 

What does this really mean?  Do we truly resist change? We live in a world of constant change and global advancements, especially in technology. There is no way for anyone to stay “up to date for long”; what you buy today stops being "state of the art" in a couple of months. We are accustomed  to dealing with changes in the products we use, in the way we buy, in how we consume content, and in using entertainment media.

However, when we talk about changes within the company where we work, we generally face resistance to what is new. Some might argue that it is simply fear, but fear of what?

When we begin using tools to optimize time and functions across our company, one of the main challenges we face is uncertainty. Not knowing how a tool works, what data or information it reports, what tasks it handles for me, or whether it completely replaces my activities generates an immediate and inevitable pushback against technological innovation.

“Machines are going to replace me” or, from management's perspective, “We are going to save on payroll”

Neither of these fears is completely unfounded; however, throughout Awtana's extensive experience implementing technology solutions, we have discovered that communication is both the foundation and the solution to these issues. Involving users and executives from early stages of tool evaluation and selection fosters trust and the exchange of ideas across sales teams. This builds a foundation that later strengthens the adoption of new ways of working and alignment with processes that evolve with the use of technology systems like a CRM. 

When we ground the use of technology in driving results, systems become tools and means to achieve business objectives. How many repetitive tasks do you and your team perform? How much time is invested in tasks that generate no added value? How much drain does this represent on productive hours? How many deals or "LEADS" are lost simply due to lack of time? Or most importantly... What could you and your employees do if you had that time?

These questions can open our teams' minds and allow them to view technology adoption as a WIN-WIN scenario, where the company becomes more competitive and gains greater control over commercial variables, and  sales reps handle fewer mechanical tasks and gain time to do what they do best... SELL