The boffins at McKinsey have just issued a stirring call to "free the reps"!
According to the consulting company, at one representative global firm, 75% of inside sales reps' time was spent not selling!
This frustrating sales situation is not uncommon, despite what McKinsey says is "the guiding principle of all sales operations", which is "to maximize time for selling and relationship building". Of course sales people and sales executives, and probably even general management, all know that sales people should be selling. But given that sales people everywhere are facing similar issues, it's helpful to have a spotlight on the situation.
As a professional B2B sales person focused on BPM, your host is naturally interested in the subject of the McKinsey article -- and how BPM is one point of leverage for improving sales operations. The McKinsey article also raises larger questions about sales management; your host has now commented on these issues in the letter below.
You can read the whole McKinsey Quarterly article and follow up reader comments including your hosts' comment, at the following URL. (Please note you will need to register, although there is no charge.)
Amit Kapur, former COO of MySpace, has a fascinating short item today entitled "The Future Will Be Personalized" (http://techcrunch.com/2010/11/16/the-future-will-be-personalized/ Nov 16th, 2010). He has a terrific graph about signal-to-noise ratios and information production and overload. And he identifies various new technologies coming out of academia as a remedy for the near-impending collapse of our human ability to sift through the deluge of data. Identifed solutions include, in particular, natural language processing and semantic technologies. . . . read more