In this Expert Insight Interview, Sam Ovett discusses augmenting human and technological resources to leverage growth and streamline productivity in sales. Sam Ovett is the founder of Mobile Pocket Office.
This Expert Insight Interview discusses:
How the pandemic forced businesses into digital transformations
Why people are hesitant to make changes until they’re faced with a crisis
Why automation doesn’t necessarily mean replacement or job loss
Digital Transformation During the Pandemic
Before the pandemic, many people talked about automation, digital processes, digital transformation, etc. However, many companies only seemed to pay lip service to these ideas. Usually, when times are good, we’re very good at overlooking inefficiencies, and we don’t seem to focus on finding workarounds for our problems.
The pandemic forced a lot of companies to focus, making them realize that inefficiency can be disastrous when we’re confronted with some catastrophic event. This means we can no longer pay lip service to digital processes, and we have to start actively working on developing them.
Responding to a Crisis
We as humans typically don’t respond until we’re faced with a dire crisis. When it comes to the pandemic, the dire crisis businesses faced was that sales couldn’t happen the way they used to happen, which means they weren’t happening. This was the number one driver for digital transformation.
Sales cover many sins. If you’re making sales, you can afford to be inefficient or do things slowly and manually, but as soon as those sales stop happening, you’re left with no choice. The fact that many businesses’ hands were forced was the main reason there was suddenly a massive amount of interest in digital transformation.
Automation vs. Replacement
Sometimes people equate automation with replacement. When they hear about automating processes, they assume that means they would lose their jobs, or other people within their company would be replaced.
The reality is that most automation, digital processes, and digital transformations begin with routine, rote, repetitive, low-value tasks because, at the end of the day, you want to free up people to do high-value work.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.