20 years ago a database consisted of cards in a box. The cards held client details, names, addresses, telephone numbers and car details. Thinking back this was not good for security, really anyone could have obtained the data.

Now everything is computerized. Passwords are needed, but really, how secure is this information with the world of technology today? Computer viruses and hackers are working overtime.

But hasn't everything changed? The world of social media has gone mad, blogs on this, blogs on that, twitter, facebook and so on. So, communications are good, but the question I ask for database information and data protection, how much have we really progressed from the old card method? Sales people are still gathering the same information, just recording it differently. Shouldn't we look at maximising the technology to our advantage?

I challenge you, that most sales people still do not qualify completely, and go that extra mile to capture information and impress their clientele; how many times has it been heard in a training course, capture the interests, are the clients golfers? If so invite them to a corporate Golfing day. Personalise the service and send a birthday greeting. After selling a car, do a three month, 6 month, 12 month follow up. I bet everyone reading this will have heard or used these lines in a training course, but still sales executives think short term. No matter how the manufacturers stress the building of customer relationships, still on the floor sales staff think "get the sale and move on".

So, the world has moved on with technology, but has it with sales attitude? Maybe it has within the 30 something sector, but those sales executives of old, the "kick the tyres and out" brigade, the new youngsters who want to make the impression and are full of attitude of their own, training is paramount to business growth, and not only moving with technology, but fully developing the key asset, staff.