Independence and Freedom, Adios Autonomy
America Day, and the Fourth of July all celebrate American freedom. The distant beat of John Philip Sousa's patriotic melodies mingles with the steel gray smoke of fireworks in the distance. Friends and families gather at the local park, enduring the summer heat, grass stains, and mosquitoes.
To steal a phrase from my pal, Tom; “That’s how we roll in America. We’re celebrating Freedom and if you don’t like it-- tough.” I would like to raise a discussion under this great backdrop of Freedom, Independence, and Liberty.
Electronic Privacy in the Sales Department
It is well known that the government has easy access to our phone records and electronic data. Deep within a top-secret vault in a nondescript suburb of Washington DC, they have our text messages, emails, and other information. They can determine how much time you spend reading this blog and can also track your location. Thanks to your phone’s GPS, they can pinpoint your location to within 15 feet on the vertical and horizontal axis.
In simple terms, an analyst at the National Security Agency in Washington, DC can tell if you are making sales calls or engaging in recreational activities.
Before you jump to any conclusions, I’m not spouting the latest conspiracy theory. I want to clarify that I haven't witnessed any suspicious activities such as mysterious helicopters or drones. I believe the hummingbird I saw yesterday was real and not an NSA drone monitoring me.
However, I do believe that we are in an era of data combinations. And what better time to discuss this than on the Fourth of July, a day that symbolizes freedom and independence?
How much freedom should a salesperson have?
Sometime back, A Midwestern Distributor invited me to participate in a sales force evaluation process. During the discussion, it became evident that each sales manager had concerns about the schedules and performance of a couple of sellers. For example, he knew one salesperson who played tennis every morning at 9:00 am. Additionally, the available reporting tools made the managers question the effort put in by these salespeople.
The conversation took an unexpected turn when the Vice President of Sales suggested using GPS trackers on the cars of the salespeople under scrutiny. He believed that this could provide valuable insight into their activities. Another manager pointed out that cell phones have built-in tracking capabilities, which sparked a potential solution in the group. Fortunately for the salesperson in question, it was decided that implementing tracking via their personal phones would require setting changes and the establishment of a clear policy.
GPS Tracking Facts
According to at least one supplier of GPS trackers for corporate fleets, the average fleet client witnesses a 20% improvement in gas mileage when the trackers are installed. They attribute this to better driving behavior and reduced idling time, which in turn leads to lower vehicle maintenance and fewer accidents.
From a theoretical standpoint, a GPS monitoring system offers managers interesting data:
1) Managers can configure the system to automatically generate an email when a salesperson's vehicle or phone leaves a designated territory, which could be useful for monitoring unauthorized trips during working hours.
2) The system can be set up to provide reports where the vehicle or phone stops throughout the day, providing insights into the salesperson's activities or potential time wastage.
3) Data on start and office times can be easily tracked.
With an increasing number of salespeople working from home offices, sales managers are faced with the question, "The clock is striking 3:00. Do you know where your salespeople are?"
Spy in the Sky
For many people, GPS and electronic tracking can feel intrusive, like something out of an Orwellian dystopia. This goes against the typical image of a salesperson as a "Lone Ranger" – independent, free, and self-reliant. The Lone Ranger wanders their territory, fighting for truth, justice, and the American way. In their minds, any form of management stops at the edge of the parking lot. They follow their own process, do as they please, and justify their actions with myths of the past.
Putting an electronic monitor on the sales team seems like unmasking the Lone Ranger.
Reason, Common Sense, and Civil Discourse
I've been feeling conflicted about this topic. It's like I have an angel
on one shoulder and the devil on the other, both whispering different things in my ear:
Angel:
Assume positive intent Frank, most sales guys are hard-working, honest, and loyal to their companies. How would they feel if suddenly their managers decided to spy on them?
Devil:
Frank, don’t be a sap. If the salesperson isn’t doing anything wrong, why would they care if the boss knows precisely where they were at any given time?
Angel:
Being a salesperson requires lots of flexibility: sometimes sellers start late, and sometimes they work into the wee hours of the night. Most put in long hours in a super stressful environment. Do they need the stress of explaining every second of every day?
Devil:
Frank, you’ve got to be kidding me! The hardworking individuals consistently put in effort to drive business, while others merely talk big while they’re goofing off.
Angel:
This whole thing raises massive questions about workplace privacy. What if a salesperson has to stop during the day for personal reasons? Should they be required to explain deeply private matters with their boss just because he knows they made an unplanned stop during the day?
Devil:
Now I know you’re joking! Everybody else in the office is required to ask for personal time while those “prima donnas” in the outside sales group can just buzz around town like they own the company. What makes them so special?
Ok, you understand the concept. This topic may lead to controversy. I'm still undecided about electronic monitoring. What's your opinion? Does your opinion change if you put yourself in the shoes of your subordinate or supervisor?
years of "in the trenches" training and 18 years as a consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 6 books (with another in the works) and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.
Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.
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