Once upon a time there was a passionate salesman who loves his job and likes to do it right. He noticed that he started to miss tracking of few items so he created a small excel sheet to track them. His life became easier.
In his next review, he told his manager how this small sheet made a difference. His manager loved it so much that he decided to share this knowledge to all fellow colleagues so they can benefit from it. So all other salesmen used it and their lives became easier.
One day another salesman who had a lot of small changes that the sheet cannot do and it will be way easier for people if these changes got fixed. This salesman decided to write some code and create a small tool. When the manager saw this tool, he loved it so much that he decided to share this knowledge to all fellow colleagues so they can benefit from it. So all other salesmen used it and their lives became easier.
The manager decided to get more people to help with the tool. The tool got better and better but more complex to use as they add more changes and features to it to cover more business scenarios. The bigger the tool gets, the more people need to take care of it and they hire a team for that! However, some salesmen stopped using it because of its complexity and its getting in their day to day business and they are not able to focus. The people performance started to decline, customers started to get frustrated and business is inconsistent because some people are using it and some are not.
The manager thought that its it impossible that the tool is the problem (and if it was there is a team to make it better), it was there to make lives easier at the first place. So he thought either people are lazy or they don’t know how to use the tool. He decided to enforce the tool to be part of the people’s commitments and put it in scorecard in order for everyone to track it. Also, he decided to schedule regular trainings around the tool and also added that in people’s commitment along with another item in the scorecard to track people’s readiness.
Now, the whole company is running after the trainings and using the tools ensuring their commitments are set and the scorecard is green. Other people are making more tools and making other people’s lives easier.
“is performance is getting better? Is the customer is getting happier? Are people happy?” a once-passionate overwhelmed salesman thought in his mind and he decided to create a small excel sheet to help him with his small problems to make his life a little better.