The New Sales Roles Are Taylorism Taken Too Far

first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now We have sliced sales roles so thinly that the role of sales no longer makes any sense.The very limited role of BDR has been relegated to prospecting, and more specifically, qualifying. Even though being “qualified” creates no value for the prospective client, and even though their prospects avoid the appointments they agree to because the BDR has created so little value that they can’t see wasting any more time.The SDR role has morphed into something heretofore unimaginable: a sales role with little or no responsibility to prospect. The rationale is that the best value creators should only spend their time with “qualified” opportunities. The inaneness of this decision is staggering. The idea that the person who can—and should—create the most value should not prospect ignores the reality of prospecting, namely the fact that you better have deep chops and be a serious value creator, or you have no value to trade for the meeting you are requesting.The SDRs, who are supposed to occupy the high perch of trusted advisor, can offer only to bring a SME to a sales call, upon which they have become completely dependent. This, regardless of the fact that they have heard the SME’s shtick eleven times over the past three months. Sure, the salesperson should be the strategic orchestrator of the resources you need to bring to bear on an opportunity. But shouldn’t they know enough about the music being played to have a reasonable picture of what you do, how you create value, and a conversational knowledge of everything everyone on their team knows?The idea of turning opportunities over to an account executive to capture the opportunity created by another person is a strange discontinuity. The client thinks, “I was working with this person, then they brought in these experts, and now I am being handed off to a new person, one who hasn’t been involved in any of this up to the point.”Once the client is won, a new account manager enters the picture. This person is designed to handle their day-to-day needs, and the account executive and the rest of the many other “sales” people all disappear, allegedly on to hunt for the next opportunity. The account manager is supposed to be a farmer, but they are also expected to hunt inside their account, even though they don’t posses both of those skill sets.This is Taylorism taken too far. The division of labor is no longer reasonable or effective, and it it no longer considers what is necessary to serve clients, nor what is necessary to win deals.last_img read more

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Ricky Rubio traded from Wolves to Jazz for 1st-round pick

first_imgREAD: NBA: Paul goes from Clippers to Rockets in blockbuster dealOther targets, if the Wolves can clear room, include J.J. Redick and Paul Millsap.Rubio has been at the center of trade rumors for years, and one finally came to fruition.Rubio was drafted in 2009, but did not come over from Spain until 2011, electrifying a stagnant franchise with his enthusiasm and no-look passes while also suffering through losing season after losing season. Teaming with Kevin Love, Rubio had the Wolves in position to make the playoffs in the Western Conference as a rookie when he tore the ACL in his knee in a game against the Lakers in March 2012.Rubio also missed 60 games in 2014-15 with a severely sprained ankle that required surgery. The two major injuries affected his ability to work out during the summers, when players often make the biggest strides in developing their games.READ: Garnett will kill for his teammates, says Rubio Finally, in year No. 6, Rubio started to show signs of his potential. Over the last 2 1/2 months of the season, he averaged 15.0 points and 10.3 assists while shooting 41.7 percent from the field and 37 percent from 3-point range, helping to take some of the scoring load after Zach LaVine went down with his own torn ACL.The performance was validating for a player who had been criticized during most of his NBA career for his poor shooting, and for an owner who had backed him through all the injuries, all the shooting struggles and through the heartbreaking death of his mother during the 2015-16 season. Glen Taylor and Rubio had grown close over the years, and Taylor very much wanted to keep Rubio as the passer with the new nucleus of Butler, Towns and Wiggins.The constant rumors were strain on Rubio, especially this season when Thibodeau took over as coach and president of basketball operations.Thibodeau had long been known to prefer point guards with more of a scoring mentality and had success with those types of players — Derrick Rose, D.J. Augustin, Nate Robinson — in Chicago. As the rumors heated up in February with talks with the Knicks centered on a Rubio-for-Rose swap, the Spaniard thought his time in Minnesota was coming to an end. Thibodeau ultimately decided to pass on the deal. Rubio wanted a conversation with Thibodeau to seek clarity on the issue, and perhaps receive a vote of confidence, but that never occurred. Once the season ended with a disappointing 31 victories and the 13th straight trip to the lottery, Rubio quietly let it be known to the organization that he would welcome a change of scenery if they felt there was a better point guard for Thibodeau’s system.After six straight years of losing, he joins a top-flight franchise on the rise. If the Jazz can hold on to Hayward and make a few more moves, they will be considered an upper tier Western Conference team.Rubio’s defensive prowess should mesh well with coach Quin Snyder and center Rudy Gobert, and his playmaking will be a big boost for a team with young talent on the wings. China furious as Trump signs bills in support of Hong Kong Another vape smoker nabbed in Lucena Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Sports Related Videospowered by AdSparcRead Next Lacson: SEA Games fund put in foundation like ‘Napoles case’ Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games Don’t miss out on the latest news and information. What ‘missteps’? Ricky Rubio #9 and Zach LaVine #8 of the Minnesota Timberwolves talk during a free throw in the second half against the New Orleans Pelicans on April 13, 2016 at Target Center in Minneapolis, Minnesota. Adam Bettcher/Getty Images/AFPMINNEAPOLIS — The Ricky Rubio era in Minnesota is over and it didn’t take long for the Timberwolves to find a replacement.The Wolves sent Rubio to the Utah Jazz on Friday to clear cap space for a big run in free agency, then moved quickly to reach agreement with free agent point guard Jeff Teague on a three-year, $57 million deal, a person with knowledge of the agreement said.ADVERTISEMENTcenter_img LOOK: Jane De Leon meets fellow ‘Darna’ Marian Rivera MOST READ LATEST STORIES Cayetano to unmask people behind ‘smear campaign’ vs him, SEA Games Pagasa: Kammuri now a typhoon, may enter PAR by weekend The Jazz are looking to bolster the roster with hopes of convincing All-Star free agent Gordon Hayward to return and build off last season’s playoff run. Utah reached the postseason for the first time since 2012.READ: Hayward starting his free-agent tour as West gets tougher Rubio’s arrival likely means the end of George Hill’s run in Utah, though general manager Dennis Lindsey said Wednesday that Hill remained a top priority. Hill averaged a career-high 16.9 points after being acquired from Indiana last summer. Injuries, however, limited him to 49 games and caused Hill to miss the final three playoff games against Golden State.The deal means Minnesota can clear as much as $32 million in cap space to make a run at several free agents to pair with Karl-Anthony Towns, Andrew Wiggins and the recently acquired Jimmy Butler.They started with Teague, a more consistent shooter at point guard than is Rubio, which makes him a better fit for Tom Thibodeau’s system. Teague averaged 15.3 points and a career-high 7.8 assists for the Indiana Pacers last season. He turned 29 last month and fits with the philosophy of ramping up the development curve for a team that has had a baby-faced core for the last three years.ADVERTISEMENT Hayward starting his free-agent tour as West gets tougher The person spoke on condition of anonymity because the deal cannot be signed until July 6.READ: Paul George heading to Thunder, Griffin stays with Clippers FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsThe Jazz sent a protected future first-round pick from the Oklahoma City Thunder to the Timberwolves in exchange for Rubio, the Spaniard who has struggled with injuries at times over his six years in Minnesota. Utah received the pick when it traded Enes Kanter in a three-team deal in 2015.The two sides agreed to the move hours before free agency opened. The Jazz needed to make the deal before July 1 or would have lost the salary cap room necessary to pull it off. View commentslast_img read more

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Gwyneth Paltrow, Chris Martin operating like couple

first_imgAfter their “conscious uncoupling”, Gwyneth Paltrow and Chris Martin are now almost operating like a couple, reveals a source.The pair announced their separation publicly in March. But they have been spotted together numerous times in the Hamptons this week, reports pagesix.com.The couple seperated in March this yearWhile the duo dined with their children Apple and Moses Monday evening, on Tuesday, Martin dropped into a sports store to pick up skateboards before heading to meet the children Apple and Moses at a joint.A witness said” “They were operating like a couple, and with the kids looked like a happy family.”A reconciliation could be in the works.last_img read more

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