Emails Have Become a Dysfunctional Channel for Sales

Emails have become a dysfunctional channel for sales.

And it's not one thing; it's a series of things I have observed in watching salespeople- use emails over the last couple of decades to such an extreme that now we are seeing an entire generation who has become reliant.

They use it as if it's an entire "business strategy!"

Email can be a helpful tool. It has a purpose.

However, it has become an entire business strategy for many executives and salespeople. They operate with a model that everything in business can be conducted with a string of emails.

I'll offer a strong opinion here: email has become the sales tool of choice for dysfunctional salespeople to work with dysfunctional buyers.

Email can be like fire; it can be useful but misused, and it can be destructive.

Research shows that in corporate America today, if you receive an email from your boss, a customer, a prospect, or a superior, the generally accepted response time is 40 minutes, preferably 20.

Where did we create a system that requires response without thought, which is often exactly how we use email?

We are now emailing responses without a thought, a face, a voice, tonality, or any accurate information.

I'm not on a one-person campaign to do away with emails, but far too many salespeople are managing their business through them without considering how it can negatively impact their sales.