sales

Acting on Analytics: Accuracy, Precision, Interpretation, and Performativity

JEANETTE BLOMBERG IBM Research ALY MEGAHED IBM Research RAY STRONG IBM Research Case Study—We report on a two-year project focused on the design and development of data analytics to support the cloud services division of a global IT company. While the business press proclaims the potential for enterprise analytics to transform organizations and make them ‘smarter’ and more efficient, little has been written about the actual practices involved in turning data into ‘actionable’ insights. We describe our experiences doing data analytics within a large global enterprise and reflect on the practices of acquiring and cleansing data, developing analytic tools and choosing appropriate algorithms, aligning analytics with the demands of the work and constraints on organizational actors, and embedding new analytic tools within the enterprise. The project we report on was initiated by three researchers; a mathematician, an operations researcher, and an anthropologist well-versed in practice-based technology design, in collaboration...

Engineering Ethnographic Encounters to Lead to Better Project Results

JOSHUA DRESNER Claro Partners Case Study—This case study highlights the value of taking clients through their own ethnographic encounters during a customer experience project. It demonstrates how taking key project stakeholders on fieldwork builds their empathy with their sales and service channels and end-customers, and creates a space for reflection and an imperative for action. The case study includes examples from ethnographic encounters and how they led clients to have a new understanding about the customer experience, and take action. It underlines the value of ethnography in business as not just uncovering insights, but as a process stakeholders should be involved in to lead to effective human-centered strategy and direction for a client organisation....

Building Bridges between Management and the Workforce

LAURA CIRIA-SUÁREZ A Piece of Pie ROBERT ANDREW BELL A Piece of Pie This paper examines the sales force in a retail setting, considering how Business Anthropology can enlighten managerial practices as a means to defining organisational strategy. Specifically, we look at sales force engagement, motivation and reward – considering how to build bridges in the management-employee relationship and shed light on the sales force culture. We will look at anthropology’s position in relation to key business activities using the service-dominant logic to understand how individual sensemaking and perception of power can influence internal and external relationships in the value creation and realisation process, examining engrained paradigms and using Corporate Ethnography to offer new insights and perceptions on organisational culture, power and hierarchies....

Numbers May Speak Louder than Words, but Is Anyone Listening? The Rhythmscape and Sales Pipeline Management

MELISSA CEFKIN In this paper I explore the often fleeting, seemingly constrained acts of expression performed through participation in everyday, routinized actions and practices. The vehicle I use for this exploration is the tools, processes and practices sales professionals use to manage the list of possible sales opportunities, or sales pipeline. I give particular attention to the meetings in which sales professionals and their managers discuss the pipeline. The element of talk, with its potential for unruliness, plays a central role in this otherwise hyper-rationalized activity focused around numbers, accounting and calculability. I suggest that to understand such signification processes and the forms of meaning that emerge through them we must look beyond the content of enunciated statements to consider the forms they take over time. I propose that participation in the sales pipeline process, particularly the meetings, forms a part of sales-people’s rhythmscape of work. By situating sites of expression in the notion of a rhythmscape,...