If you own a business that sells some kind of technology to other businesses, or are in a position to make decisions for such a business, please read this carefully.
I'm going to give you some free business advice. It will cost you some money, but I'm pretty sure it will will make you more.
When you send your sales reps into other businesses, you need to equip them properly. I cannot tell you how many times I've been pitched by someone using a decrepit laptop. I'm talking 7-8 years old. Two inches thick. Creaky plastic. Sometimes they have terrible trackpads, other times they have the useless nipple / touch point abomination. They always take forever to start up. They always need to be plugged in because the batteries are shot. They are slow. Really, really slow.
Why would you ask your reps to sell a high dollar, fancy peice of technology when they're using a laptop that belongs in a landfill?
From my point of view, if your company doesn't care enough to equip its employees with modern technology, then the actual product is probably old and outdated, too. More importantly: I'm probably not going to buy what you're selling.
So, here's my advice:
- Buy your reps modern computers. They can be Mac or PC, depending on your needs. But if they are PC's, get nice ones. Your reps need to put on a show, and nice equipment goes a long way. Don't be cheap.
- Rotate these laptops out after two years. No field sales rep should ever have a computer older than two years. Again, don't be cheap.
- Provide your reps with at least two wireless / LTE cards and generous data plans. Do not, ever, for any reason, rely on on-site wifi. And you never know if one carrier has poor coverage in certain areas.
None of this covers up for a bad product. If you are selling crap, then fancy presentations won't solve that. But if you have a good product, you need to equip your team to sell it.