Tuesday, October 19, 2010

Can Team Morale Be Measured on a Spreadsheet?

When a sales organization quantifies success only by what can show up on a spreadsheet, how does team morale get measured?

More importantly, should morale be part of the data, or should it be subordinated to actual results?

The problem is that if your sales organization is run only by those who have the best data, and those who can manipulate that data, often the nuance of morale is forgotten and invalidated.

I argue that the best results are not driven by those manage best to spreadsheet-driven tasks, but by those who have the emotional intelligence to understand that morale, good-will, and happy sales people ultimately drive long-term success.

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