Wednesday, February 12, 2014
Are you a hammer or a nail?
This scenario seems be one of biggest challenges in many large enterprises. We take a perfectly good tool, and try to use it in ways for which it was not designed. In the process we undermine people’s perception of the tool’s value, though no fault of the tool, not to mention our own credibility.
We also treat people like hammers and then wonder why we get suboptimal results...
Tuesday, February 04, 2014
Does salesforce.com have anything to do with selling?
I attribute my observation to the fact that people who keep systems such as salesforce.com up to date do so because they really don't like talking to people. It is so much easier to check emails and perform other low-value clerical tasks than it is to sell. Sadly, many sales managers feed this reality. I hope I am not alone in believing the only way to make money is to talk to people.