Is fishing for crab in the Bering Sea an art or is it a science? Most grizzled crab boat captains would probably say it’s more of an art; that it’s more about the intangibles seasoned fishermen bring to the table.
The real answer is probably a little bit of both.
The Science of Fishing
Of course, the captains featured on the hit TV show Deadliest Catch fish on instincts. They use their knowledge of how the crab move and go back to the places that have been good to them in the past. At the same time, they use weather radar and electronic charts and maps to make the trip safer and, hopefully, shorter in duration.
But good captains aren’t afraid to try new technologies to make it easier to catch crab, like captain Wild Bill Wichrowski of the Summer Bay. With quotas drastically cut and the numbers of opilio crab low, a successful season depends on catching your allowed share as quickly as possible.
A new product, a crab caller, caught Wild Bill’s eye. A crab caller is an electronic lure that emits the sound of crab feeding on bait. Think of it as a fake invitation to a feeding frenzy.
It seemed like a good idea, but the technology didn’t work as planned. Each lure filled with water, ruining the speaker inside the device. It’s back to the drawing board for the lure, but thankfully Wild Bill landed on crab and was pulling nearly full pots. Call it a win for fishing as an art.
Selling as a Science
The same is true for selling. Sales is rapidly becoming more science than art with sales enablement leading the way. And organizations that embrace technology for initiatives like reinforcement and account management will have a leg up on the competition.
It’s a given that some technology will work better than others. But successful sales leaders are constantly looking for new and innovative ways to help their sellers make quota and drive revenue. Who doesn’t want that?
Technology should deliver training to your sales team anytime they need it and anyplace they happen to be. If it doesn’t, it should be back to the drawing board. Learn how technology can transform your sales career or salesforce by providing what your team needs and where and when they need it most.