By Susan Kelleher
The Seattle Times
WWR Article Summary (tl;dr) Fascinating look at the popularity of software programs which analyze data, employees and clients to improve a company’s productivity. But when does the watching get to be too much. One business owner describes how in a matter of seconds, she can tell who’s killing it, and who’s falling behind on her team. From drilling down to see how many prospecting calls each salesperson has made, to the number of emails they’ve sent she knows what’s happening when she is in and out of the office.
Joyce Juntunen balances an open laptop on her left forearm like the appendage it has become.
It’s with her throughout the day as she checks the progress of her 20-person sales team at Bizible, a tech startup in Seattle that helps companies gauge the success of their marketing efforts. And it follows her home at night where, sitting on the couch with her husband, she can call up a series of charts and graphs to gauge the team’s success and view trends.
Juntunen started her career in sales when it was a numbers game: Call as many people as possible on a brokered list, and snag as many sales as you can. Now she plays a numbers game of a different sort, one driven by data that are changing not just her workplace but the way she works.
“It’s transformed the profession,” she says, calling up a screen on her computer that provides an up-to-the minute visual snapshot of what and how her people are doing.
In a matter of seconds, Juntunen can tell who’s killing it, and who’s falling behind.
Juntunen drills down even further to see how many prospecting calls each salesperson has made, the number of appointments they’ve made, the number of emails they’ve sent or had generated by a computer on their behalf. She can tell which emails were opened and when, and which got traction.