Dave was working at his desk. He was excited. He was having some success. The customers were interested. He could feel that sales were about to come in. He had used his energy to talk to prospects who were more likely to purchase.
But, his call numbers were lower than what they were supposed to be at that certain time of day. His manager and the Sales Director were expecting 40 calls and Dave only had 20 calls.
He received an email.
These call numbers are not acceptable. By this time of day there should be 35 calls at a minimum. I can not understand why your numbers are so low. We are going to have a meeting later today where we discuss how we will fix this. I need a written plan from you. Nevertheless, by the end of the day I should see 90 calls.
Dave read the email. He was upset. The organization did not care about the quality of the calls, they only cared about the quantity. They just wanted to see the number. Something they could measure and quantify. Dave sat there and contemplated his life. He knew he could no longer keep his sanity and continue working at ComboTech.
He used the Company Skype and contacted his manager. “May I speak to you privately?”
The Manager responded, “Sure.”
Dave’s heart was beating fast. He thinks that maybe his fight-or-flight response was triggered …
His manager stood up from the desk and moved towards an open meeting room.
TO BE CONTINUED
Dave was working. He was at his desk. He was calling and emailing. He was focused. He had got his coffee from the coffee machine. He had walked from the machine back to his desk. He pointed at his friend along the way. He had sat down at his desk and after about 5 minutes he got his mind back into the “flow” of work.
It was 2:30PM in the afternoon. It was a slower part of the day. Some of his fellow employees were working frantically to try to improve their numbers in order to hit their metric with the sole and only goal of not being harassed or pointed out by their manager. You would think an organization would be more focused on meaningful work but alas the organization known as ComboTech was only truly interested in the appearance of productivity.
The Sales Director made an appearance. He had left his office and was moving around. People looked at him but made sure to look at their screens and give the appearance that they were working very hard. They knew deep inside that he thought they were “lazy” and that the company was not doing well due to their laziness (it could not be a lack of leadership).
People were standing up from their cubes and moving towards the coffee machine area. Dave was a little suspicious but he had seen cookies earlier.
As his coworkers stood up, he glanced at them and they also looked at him. There was nervousness in the air. The company morale was down.
Dave walked next to his friend Jeff.
As the workforce moved towards the cookies the Sales Director said “Everybody grab a cookie.” His words were always kind of slurred for some odd reason.
Dave moved close to Jeff and whispered, “It was nice knowing you. I guess this is the end for all of us.”
Jeff smiled and looked back at Dave, “See you on the unemployment line.”
The Sales Director looked around, “Alright everybody got a cookie? Okay. Into this room.”
The workforce moved as one, unsure if it would be their demise.
-End of Entry, DJ ROBO BISCUIT
Dave wakes up and he gets in his car. He wants to move quickyu; an he has already got n up and he plans on getting work quick. He wants to be at work by 8am or earlier because he knows he will have to wrk 8 hours.
Dave’s work will be easier if he can be there before his manager shows up to work. His manager hounds him with questions and demands. Dave wants autonomy in his work. He has many accounts to work and not much time.
He used to find meaning in his work at ComboTech he liked the idea that he was selling a useful product to software developers. He thought he was doing consultative selling. He wanted to align the needs of the clients he was selling to with what the product has to offer. Ideally saving time and money for the developer.
However, the management of ComboTech does not care about the desires of the developer. The only interest of ComboTech is to earn revenue and hit a certain goal by the end of the month.
Dave was okay with his job. He was not the greatest rep within the organization but he was not the worse and he was usually able to achieve the expected metric by the end of the workday.
But something eerie was occurring at ComboTech. The sales were drying up. The customers were not purchasing as easily as they were before. Reps could not sell anything to anybody.
One hole that ComboTech had was that they provide free versions to the whole planet so anyone could get the software of ComboTech for free. The reps of ComboTech (like Dave) would need to contact these free downloaders and figure out if this person was one dude in his underwear sitting at home or if it was a skilled developer working for an organization.
A new strategy is being rolled out at ComboTech. The Sales Director is scrambling because sales are not coming in. He used to send out an email everyday that would inform the reps who did not have a sale and talk about such things as effort and laziness with no respect to things such as luck or maybe a sale falling through. simply the assumption that the sales rep was a lazy rep who did not put in effort. But, the email has changed. It was about community and being in this together and working together BullPoop.
There was a shift from making a respectable number of calls of 50 to 60 phone calls. That was the old expectation. and the new goal was to make 90 calls a day or 100 calls a day. “More Activity!” If we just do more then we will sell more. No respect for the idea that the organization is going to be pestering the customers and destroying the leads. When you call one person 3 times a day and then call them the next time 3 times a day just blowing them up, that is only going to annoy and irritate people. “Oh, they are ignoring us.” “You reps are lazy.” Thinks the Sales Director. Where is the respect for human decency??? Who wants to be called 3 times a day and emailed 2 times a day for something they did not ask for???
Dave was not happy with his work. His work became meaningless and he saw himself as somebody who was no longer a salesman but he was a Telemarketer. Using his phone and email to bother and annoy and pester a person until a response was acquired. That is not a way to gain the respect of anybody and will simply create a negative reputation within the world.
(To be continued)
-DJ ROBO BISCUIT