> It’s also been fairly easy for tech teams to obfuscate performance and bamboozle managers who don’t understand tech. Just as much a problem for sales oriente

> It’s also been fairly easy for tech teams to obfuscate performance and bamboozle managers who don’t understand tech. Just as much a problem for sales oriented roles. Most “line managers” are experts in the field, so I don’t know if this is a valid point. In the anecdotal case, the managers still have sales targets and got to be managers by being the most effective sellers. > With sales the performance criteria tends to be very simple and there aren’t really any good excuses for failure (at least none that seem to be accepted). Here we are talking about producing, which by its nature is the measurable stuff. I think we don’t have it because we (some we) don’t want it, not because it wouldn’t work.