In a New York Times op-ed article published on January 3rd, Thomas Friedman focuses on the tools of the IT revolution, the need for a “high performance knowledge exchange and generation” and improving US performance in a global economy.  Friedman believes that in order to excel, leading nations must create “smart cities” with “abundant broadband access”.  Likewise, the concept of adaptation in changing times applies to the modern sales company.

In order for the sales of company of today to survive, it must become a ‘smart company’,  by fully embracing the power and conveniences of the IT revolution. Improved access to data and the increased collaboration made possible by inexpensive hand-held devices are  two examples of the many advantages technology can provide.

Sales leaders who are serious about success in the 21st century should consider the points made by Friedman in this New York Times article and in his new book ‘That Used To Be Us’ and apply these concepts to sales force effectiveness.  According to Darwin’s Theory of Evolution, it is not the strongest who survive, but the most adaptable.  Sales companies must adapt to the new economy or die.

“The more information and trends you are able to mine and analyze, and the more talented human capital, bandwidth and computing power you apply to that data, then more innovation you’ll get.”–Thomas Friedman

2012 must be the year of transformation.

Dirk Gorman,

Capable Leadership LLC,

http://www.nytimes.com/2012/01/04/opinion/friedman-so-much-fun-so-irrelevant.html?_r=1&ref=thomaslfriedman

–