There’s a disturbing trend taking place in the fast-paced world of sales technology. Recently, there’s been an influx of new products, apps and companies focused on tracking the sales team through their CRM using GPS and other monitoring technologies. I understand the evolution and (false) logic for this recent trend, however, I’m here to warn you that we are on a slippery slope and that this is not the right way forward.
Salesforce tracking is the ability of managers to track the outside sales team at all times using the GPS feature on their mobile devices. Mobile technology has come so far in such a short amount of time that we are creating new features without thinking through the long-term implications. In this case, the sales industry is evolving into something straight out of an Orwellian police state. You are being watched everywhere you go.
You may think that I’m being a little overdramatic, and perhaps I am. However, this is a trend I vehemently disagree with and it’s important to voice our objections now before this becomes the status quo for salesreps worldwide.
Before I dive into my philosophy on the subject, allow me to debunk a few myths that are being used to promote this GPS tracking technology.
Constant Surveillance will upset your employeesMyth #1: It will hold the salesreps accountable. The logic here is if salesreps are aware that you can monitor their activities throughout the day, they will be much more likely to take responsibility for their work and give their best effort.
This is a joke, right? Do you seriously believe that constant GPS monitoring won’t cause immediate resentment and obliterate employee moral? If you want employees to give their best effort you need to turn the car around 180 degrees and start building a culture of trust. There are thousands of books, research papers and case studies that prove positive reinforcement and a trust-based culture have a much stronger positive correlation on productivity and output than extrinsic punishment and surveillance. Which leads us to myth #2.
Myth #2: It will increase their productivity. The argument is that the more data you capture about your salesreps’ activities, the easier it will be to analyze their workday and make improvements.
Okay, let’s slow the Big Data train down just a tad and stick our head out the window to see where we’re headed. If everything is watched, measured and analyzed, at best, we face “paralysis by over analysis” and, at worst, we’re looking at a downward spiral that leads to a complete Totalitarian dystopia. I know at least one major government that isn’t afraid to subpoena the data and use it for evil. I’m looking at you Canada…just kiddin’, eh?
Furthermore, CRM systems like Salespoint have already optimized your route mapping and use smart features that help you streamline your day without measuring how long you took to fill up the tank. You do not need to be micromanaged down to the second because it took you too long to wrap up a meeting or a client lunch meeting ran late. I get it, it’s quality over quantity, the 80/20 rule, whatever you want to call it. The point is we have trained you (and trust you) to use your best judgment on the road and we don’t believe in constant surveillance.
Salesforce Tracking CRMMyth #3: We’ll be closer to the market. The idea here is that the correlations between field activity and sales results are very important for spotting market trends and the best way of keeping accurate measurements is through 24/7 sales force tracking.
Salesforce tracking is the ability of managers to track the outside sales team at all times using the GPS feature on their mobile devices. Mobile technology has come so far in such a short amount of time that we are creating new features without thinking through the long-term implications. In this case, the sales industry is evolving into something straight out of an Orwellian police state. You are being watched everywhere you go.
You may think that I’m being a little overdramatic, and perhaps I am. However, this is a trend I vehemently disagree with and it’s important to voice our objections now before this becomes the status quo for salesreps worldwide.
Before I dive into my philosophy on the subject, allow me to debunk a few myths that are being used to promote this GPS tracking technology.
Constant Surveillance will upset your employeesMyth #1: It will hold the salesreps accountable. The logic here is if salesreps are aware that you can monitor their activities throughout the day, they will be much more likely to take responsibility for their work and give their best effort.
This is a joke, right? Do you seriously believe that constant GPS monitoring won’t cause immediate resentment and obliterate employee moral? If you want employees to give their best effort you need to turn the car around 180 degrees and start building a culture of trust. There are thousands of books, research papers and case studies that prove positive reinforcement and a trust-based culture have a much stronger positive correlation on productivity and output than extrinsic punishment and surveillance. Which leads us to myth #2.
Myth #2: It will increase their productivity. The argument is that the more data you capture about your salesreps’ activities, the easier it will be to analyze their workday and make improvements.
Okay, let’s slow the Big Data train down just a tad and stick our head out the window to see where we’re headed. If everything is watched, measured and analyzed, at best, we face “paralysis by over analysis” and, at worst, we’re looking at a downward spiral that leads to a complete Totalitarian dystopia. I know at least one major government that isn’t afraid to subpoena the data and use it for evil. I’m looking at you Canada…just kiddin’, eh?
Furthermore, CRM systems like Salespoint have already optimized your route mapping and use smart features that help you streamline your day without measuring how long you took to fill up the tank. You do not need to be micromanaged down to the second because it took you too long to wrap up a meeting or a client lunch meeting ran late. I get it, it’s quality over quantity, the 80/20 rule, whatever you want to call it. The point is we have trained you (and trust you) to use your best judgment on the road and we don’t believe in constant surveillance.
Salesforce Tracking CRMMyth #3: We’ll be closer to the market. The idea here is that the correlations between field activity and sales results are very important for spotting market trends and the best way of keeping accurate measurements is through 24/7 sales force tracking.