I overheard a lively conversation between a group of Sales Engineers and their manager last week. The topic wasn’t compensation, bad salesreps, lousy technical support, endless RFPs or any of the usual suspects. The conversation was about the requirement that they track their time and enter it into a CRM system by activity.
“Why do I have to record my time? It’s like Big Brother watching over me. Don’t you trust me to do my job?”
The manager immediately became very defensive, and replied “it’s now a job requirement. You better get used to it.”
The conversation kept going for a few minutes more without a satisfactory conclusion. It occurred to me that it would be a great Talking Point article for November. Why is it so important that the SE organization tracks its time when Sales doesn’t? So stay tuned.