Is Email the Best Way for Sales to Communicate?
Two years ago, Thierry Breton, the CEO of Atos, a European IT services and consulting provider, announced that in three years, Atos would no longer use internal email. Some viewed this statement with skepticism, while others called it visionary. Atos’ plan is to shift its internal communications from email to a social business solution. The Atos Zero-Email strategy is still active, but the company has not publicly announced which alternative tools it intends to use for internal communication. Some announcements have discussed the use of instant messaging along with social media platforms.
What about your sales force? Could this be a reasonable course of action?
Email has benefited from decades of evolution. Like a phone number, an email address is unique and does not require proprietary software or tools. Few other tools allow for such easy communication across software that is similar, but not identical.
Years ago, reps had only a few internal communication tools – mail (yes, the slow kind), a telephone (with a cord) and in-person meetings (gasp). As we’ve moved into the social communication age, many platforms that launched with high expectations have suffered lackluster results from poor planning. For example, Chatter is offered as a free tool, but does that mean reps should be using it? And if so, how?
Before launching a new internal communications tool, create a plan that includes the following:
As communication tools continue to evolve, the sales enablement team should carefully consider each new tool, determining its possible benefit to reps while filtering out the buzz about other options.