http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/ Content Marketing, SEO Copywriting, Blog Consulting Thu, 29 Jul 2010 13:22:04 +0000 hourly 1 http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/comment-page-1/#comment-2284 Arne Huse Thu, 28 Feb 2008 19:00:15 +0000 http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/#comment-2284 Brad, Audit trail tracking in software is generally created for regulatory situations. For example; a bank need to know the last person that viewed or touched an electronic document. Unfortunately, some look at such tools and see other uses such as overall CRM usage monitoring. In response, some guy will invent a program that will sit in your CRM program, and just flip pages for you all day :-) The labor market is tough and is going to get tougher. Companies need to give up on the notion of activity controls. Until I discovered "The CRM Dilemma" I really thought that activity controls were possible as long as we told sales reps the information would not be used against them. I was wrong but now I understand. Brad, Audit trail tracking in software is generally created for regulatory situations. For example; a bank need to know the last person that viewed or touched an electronic document. Unfortunately, some look at such tools and see other uses such as overall CRM usage monitoring. In response, some guy will invent a program that will sit in your CRM program, and just flip pages for you all day The labor market is tough and is going to get tougher. Companies need to give up on the notion of activity controls. Until I discovered “The CRM Dilemma” I really thought that activity controls were possible as long as we told sales reps the information would not be used against them. I was wrong but now I understand.

]]> http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/comment-page-1/#comment-2282 Brad Shorr Thu, 28 Feb 2008 12:34:52 +0000 http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/#comment-2282 Arne, wow. You're raising quite an important issue - Big Brother meets CRM. I imagine most sales reps would be uncomfortable having their movements tracked with their knowledge, let alone without it. Do you think that sort of tracking is ethical? Thanks for your comments - the "gaming" issue is something sales people and managers need to talk about. Arne, wow. You’re raising quite an important issue – Big Brother meets CRM. I imagine most sales reps would be uncomfortable having their movements tracked with their knowledge, let alone without it. Do you think that sort of tracking is ethical? Thanks for your comments – the “gaming” issue is something sales people and managers need to talk about.

]]> http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/comment-page-1/#comment-2277 Arne Huse Thu, 28 Feb 2008 02:54:54 +0000 http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/#comment-2277 Brad, thank you for your kind endorsement. I try to add to the presentation of my research every day. On a similar note, I was on Salesforce.com "Ideas" today and I saw something that I think Sales Managers should avoid using. SalesForce admins, can now add an element of "tracking" that will measure the time reps spend in the program, and exactly what users do while logged in, without their knowledge. Some are planning to use this feature to measure user adoption by "Catching" those reps that log in once per week to avoid the "No log-in report". If the aversion to CRM by sales reps, is so high, that "gaming" needs to be continually countered with higher and more punitive monitoring, perhaps we need to take a harder look at what is causing the aversion in the first place. The tools and benefits in CRM that are available to reps are amazing. If reps are avoiding using the tools, because they fear having what they enter in be used against them, adding yet more "elements of fear" will likely unify them even more against CRM. Thanks for this great place to discuss these important issues. Brad, thank you for your kind endorsement. I try to add to the presentation of my research every day. On a similar note, I was on Salesforce.com “Ideas” today and I saw something that I think Sales Managers should avoid using. SalesForce admins, can now add an element of “tracking” that will measure the time reps spend in the program, and exactly what users do while logged in, without their knowledge. Some are planning to use this feature to measure user adoption by “Catching” those reps that log in once per week to avoid the “No log-in report”. If the aversion to CRM by sales reps, is so high, that “gaming” needs to be continually countered with higher and more punitive monitoring, perhaps we need to take a harder look at what is causing the aversion in the first place. The tools and benefits in CRM that are available to reps are amazing. If reps are avoiding using the tools, because they fear having what they enter in be used against them, adding yet more “elements of fear” will likely unify them even more against CRM. Thanks for this great place to discuss these important issues.

]]> http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/comment-page-1/#comment-2202 Brad Shorr Sat, 23 Feb 2008 14:21:17 +0000 http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/#comment-2202 Arne, your blog is quite interesting. Any sales team contemplating CRM ought to check it out before proceeding, at a minimum. Arne, your blog is quite interesting. Any sales team contemplating CRM ought to check it out before proceeding, at a minimum.

]]> http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/comment-page-1/#comment-2196 Arne Huse Sat, 23 Feb 2008 02:18:28 +0000 http://www.wordsellinc.com/blog/sales/sales-management/how-to-be-a-better-sales-manager-part-4-take-the-micro-out-of-your-manage/#comment-2196 I agree with you completely. I have done extensive research that takes this even further by understanding the level of resistance to activity controls that I have termed "The CRM Dilemma." I believe I have identified the true reason behind CRM failures that is best described in a quote by Douglas Hartle that says "It is a rare dog that will carry the stick with which it is to be beaten." I invite you to take a look at the research presented informally on my blog. I agree with you completely. I have done extensive research that takes this even further by understanding the level of resistance to activity controls that I have termed “The CRM Dilemma.” I believe I have identified the true reason behind CRM failures that is best described in a quote by Douglas Hartle that says “It is a rare dog that will carry the stick with which it is to be beaten.” I invite you to take a look at the research presented informally on my blog.

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