GAHZLY

What a title. Well, is this a technical article, or isn’t it? It’s a view of culture, psychology, and their influence on technology. If this matter has been addressed before, it wasn’t in any of the articles that came to my attention at this writing. Object-Oriented design in software development has been a convenience, a problem solver, a boon that makes a wide range of applications possible and practical. But where does the idea come from, really? Don’t answer “Bjarne Stroustrup;” he was just a point of crystallization. If it hadn’t been he, someone else would have conceived of it eventually — I believe it’s in our nature to lean in that direction. Look at our modern (at this writing) culture, and its antecedents. We have a tendency to objectify everything. It’s cause for concern in some areas, as when women complain of being objectified by men. But people regardless of gender have this tendency; it’s a convenience that...

It has always puzzled me when sellers and their managers view the idea of sales metrics as a negative, or at the very least as a complete waste of time. I look at sales performance statistics as a positive rather than a negative. In every professional sports activity, performance is gauged by the player’s stats. In fact, every player and their coaches, use those metrics to establish performance improvement goals. In sports, the stats are recorded by the player’s position on the team. Did you know that in football there are 77 different statistics in offense, defense and special teams? And, salaries for those players are inevitably linked to their performance results. I suggest the same should be true for full-time salespeople, and for Doer Sellers and Seller Doers. In fact, the purpose of this article is to recommend a cultural change in how sellers are coached and how they are compensated based on their performance statistics. I will start with the roles that make up the sa...