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Show Me The Science! - Is technology transforming sales from an art to a science?

Some people in the sales industry would have you believe that by bringing together productivity tools and processes (technology) that you can transform sales from an art to a science; effectively creating a proven system for high-profit, repeatable results.

What a scary thought for consumers!

What is your opinion? Do you believe that technology is transforming sales from an art to a science?

For links to related discussions visit: The Future of Selling - by Community Mailbox
Sales is a practice. You can take a scientific approach to that practice or an artistic approach--or a combination of both.

Technology obviously provides tools for both approaches and the tools will continue to evolve. Transformation is too strong of a word to describe the effect it will have on the practice. - by Gary A Boye
Some people in the sales industry would have you believe that by bringing together productivity tools and processes (technology) that you can transform sales from an art to a science; effectively creating a proven system for high-profit, repeatable results.

What a scary thought for consumers!

What is your opinion? Do you believe that technology is transforming sales from an art to a science?
Whoever suggests that technology can transform sales from an art to a science, creating a proven system for repeatable results, does not fathom the sticks of ideological dynamite he or she is playing with nor the gross assumptions such suggestion contains.

Technology for example, ultimately refers to a technique as a very specific "way of doing."

A technique is a matter of logical steps within a ridged linear process that produces consistent results.

Sales however is an abstract process. It is not a specific way of doing subject to a technology for explanation.

Science consists of technological systems contained within a working and isolated self-sustaining domain.

Therefore, the idea that there is a universal technology that can transform abstract sales to a physically based science is by definition-- impossible.

Anytime any author attempts to describe Sales as a Science, they are offering a political slogan that utterly lacks any truth value. - by John Voris
Sales will always be an art because the almost infinite variability of the sales interaction will not allow for the distillation of the process into the fixed steps required for the application of a technology.

In its essence, selling is an engagement between the salesperson and the prospect, much like music is an engagement between musician and audience and a painting is between painter and viewer. While one can analyze music or visual art and break it down to its constituent parts; the notes, the rhythm, the color, the contrast, it cannot be recreated from those parts except through the skillful manipulation of the artist.

In much the same way selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true sales professional. Without the salesperson, the technology of selling is just a collection of parts that will fail to engage the prospect and compel them to buy.

But while selling is an art, there is much that can be learned from the science of selling- the close examination of the parts that great salespeople assemble to make great sales conversations. Much like a painter studies color and contrast, and a musician the notes and the rhythm of the masters, so to can sales people examine the parts of the profession and learn from them. The art will always be in in the way that those parts are put together, and the difference between the master and the novice will be the skill in doing so to the desired effect on the audience. - by thesalesgiant
Sales will always be an art because the almost infinite variability of the sales interaction will not allow for the distillation of the process into the fixed steps required for the application of a technology.

In its essence, selling is an engagement between the salesperson and the prospect, much like music is an engagement between musician and audience and a painting is between painter and viewer. While one can analyze music or visual art and break it down to its constituent parts; the notes, the rhythm, the color, the contrast, it cannot be recreated from those parts except through the skillful manipulation of the artist.

In much the same way selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true sales professional. Without the salesperson, the technology of selling is just a collection of parts that will fail to engage the prospect and compel them to buy.

But while selling is an art, there is much that can be learned from the science of selling- the close examination of the parts that great salespeople assemble to make great sales conversations. Much like a painter studies color and contrast, and a musician the notes and the rhythm of the masters, so to can sales people examine the parts of the profession and learn from them. The art will always be in in the way that those parts are put together, and the difference between the master and the novice will be the skill in doing so to the desired effect on the audience.
I see you certainly have a grasp of the situation.

After I posted, I felt it was too strong of a protest. But I am tired of the nonsense that is contaminating the sales profession.

What is upsetting most is trainees are paying for Placebo Concepts: the trainee is doing the selling but the "technique" is getting the credit.

Excellent observations. - by John Voris
I see you certainly have a grasp of the situation.

After I posted, I felt it was too strong of a protest. But I am tired of the nonsense that is contaminating the sales profession.

What is upsetting most is trainees are paying for Placebo Concepts: the trainee is doing the selling but the "technique" is getting the credit.

Excellent observations.
Thanks John.

While you can analyze art with science and learn something in the process, when you try to create the art purely from the science you will be lacking most of what makes the art compelling - by thesalesgiant
Regardless of how we choose to individually