Killing Email in the Name of Sales Performance? It’s Possible.

Christopher Cabrera
Christopher Cabrera
In General
Christopher W. Cabrera is an entrepreneur, author, and philanthropist. He brings more than two decades of successful senior management experience at both early-stage and public companies to his role as the Founder and Chief Executive Officer of Xactly Corporation.

French information technology company, Atos, recently announced they will give up email over the next 18 months. Instead, all 74,000 employees will use instant messaging and a Facebook-like interface for internal communication. Atos CEO Thierry Breton said 90% of the emails employees receive are not useful, and 18% is spam. He himself has not sent an email in three years. (Source: WSJ)

Here’s how I think Atos stands to benefit from its email ban:

  • Easy sharing of content across the company
  • Elimination of spam and unwanted email from outside the organization
  • Instant collaboration will lead to more collaborative solutions
  • Because their dedicated internal channels won’t co-mingle with external platforms, they’ll foster higher-quality company communication

Is email dead, as some pundits have predicted?

This remarkable departure from email reflects a radical shift in the corporate culture and illustrates how social technology transforms workplace communication. Point to point email communication seems to get displaced by social information streams that everybody in the company can join to collaborate, comment, challenge and vote on. I am reminded of the free flow of information in an ancient Greek forum where every citizen contributed to the ongoing dialogue aimed at improving the state.

Today, autocratic leadership is taking a backseat to community ownership. Our Chatter and Jive culture allows employees to contribute to the corporate information streams in real-time. These live conversations instantly reflect and shape what’s taking place in a company. They empower every employee to feel he or she has a meaningful stake in the company. Everyone contributes to the welfare of customers and the company.

Technology motivates people to truly participate in the progression of their culture and company. It’s also important to note that the boundaries of the workplace have shifted. Work is no longer a place we go to. Work is what happens in the cloud. We only need a browser to connect to people around the globe 24/7.

Inspiration and compensation in a time of Transformation

The new workplace offers employees a huge opportunity to contribute their ideas and talents and as a result companies need to rethink their compensation strategies. Visionary sales leaders transform their operations not to serve and support those who are reluctant to change, but to empower a future generation of technology-enabled high performers that are motivated to leap tall buildings.

As sales leaders, we need to constantly align our processes—including our modes of communication—to reflect these shifting priorities.

When you provide the right motivation, you can influence how employees act and salespeople sell. As our adage at Xactly goes, “incent right, sell more.”

Are your sales people, processes and technology aligned to inspire your sales force?

What are you doing to cultivate a future-oriented corporate culture that attracts and retains top talent and promotes excellent performance?



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Killing Email in the Name of Sales Performance? It’s Possible.