Real Life Sales Managers from Hell

On October 6, 2009

Real Life Sales Managers from Hell

Got a lousy sales manager?  Not to worry.  No matter how bad things are, they could be worse.  A lot worse.  This post contains a gallery of the worst sales managers of all time -- as contributed by Sales Machine readers.  I've provided some polls, so that you can vote on your favorites.  (BTW: the last manager in the gallery is the proverbial doozy.) READERS: EMAIL ME YOUR "MANAGER FROM HELL" STORY and I'll add it to the gallery! CLICK HERE for the first sales manager from hell » If you like this post, you'll probably like: Sales Managers: A Field Guide The Stalker When one of his reps questioned him about an account that she should have gotten credit...
On October 6, 2009

The VC Gender Gap: Are VCs Sexist?

This is a post by guest blogger Jeff Bussgang.

jeff_bussgang.jpgI find the preponderance of males in VC an annoying and stubborn phenomenon. When I first entered the start-up game as an entrepreneur in the mid 1990s, I didn't think much of the "VC gender gap" as there were plenty of women executives around. In fact, between one third and one half of the executive teams at my two start-ups (Open Market and Upromise) were women.

As the father of a capable, ambitious daughter, perhaps I'm over-sensitive to the issue, but since becoming a VC seven years ago, I find it amazing that only 5-10% of the VC industry is made up of women. Only 25% of all VC partnerships have a single women partner and only 7-8% have more than one women partner. Anecdotally, even fewer women are "management company GPs" as opposed to "employee GPs" - in other words, true owners of VC funds as opposed to deal partners. What other major industry remains 90-95% male-dominated? What's the deal?

An outstanding Kauffman Foundation study, “Gateways of Venture Growth”, analyzes this issue and comes up with some thoughtful but unsurprising conclusions. They point out that the industry remains very clubby, and the lack of female role models creates a self-perpetuating cycle. Professor Myra Hart of Harvard Business School writes, “Women trying to launch or further careers as VCs have fewer first-degree connections with those (men) in positions to hire or promote them.”

Another issue that holds women VCs back is the fact that the academic backgrounds of VCs tend to be in technical areas, such as computer science, engineering and biotechnology where, again, females are in the minority.

In talking to my women VC friends, they reinforced these two major issues, but held out some cause for optimism going forward. Irena Goldenberg of Highland Capital in Europe (an formerly an associate with us at Flybridge Capital before she went to HBS and then Geneva), believes there are more female VCs in life sciences as the medical field has a higher ratio of women to men than, say, engineering. Our senior associate, Robin Lockwood, told me she thinks VC profiles simply lags entrepreneur's profiles. As more women entrepreneurs emerge, more women will become VCs.

Here's a thought-provoking observation that an anonymous woman pointed out to me (and please do not accuse me of channeling Larry Summers on this - I'm just passing along what I heard): she believes the VC industry is male-dominated because men are more wired to take risks than women. Gambling, she points out, is more popular amongst men than women. Thus, risk-taking with capital is more likely to be comfortable for men than women.

Some women have been able to break out as strong investors and industry leaders. In my informal survey, a few experienced women VCs stood out as strong role models: Venetia Kontogouris at Trident Capital, Annie Lamont at Oak, Patricia Nakache at Trinity and Nancy Schoendorf from Mohr Davidow.

I guess when you have a clubby, tightly-woven, self-perpetuating network, it's hard for women to break in. It's a stubborn phenomenon, but I hope we can figure out how to correct it. Otherwise, our industry is tragically losing out on 50% of the world's best talent!

Serial entrepreneur Jeff Bussgang is a partner at venture capital firm Flybridge Capital in Boston.

On October 6, 2009

Easily Schedule Meetings with Co-Workers, Clients No Matter What Calendar App They Use

Looking to set up a meeting with a new client? Get ready to play a few rounds of "those times don't work for me, what about next Tuesday instead?" And if you're trying to schedule several people at once, it's even worse. What you need is a Web app that can sync with your calendar and make it easy to choose interactively choose available times with everyone you need to meet with.   Tungle does exactly that.  There's no need to switch calendaring apps to use Tungle, either. It can read whatever you already use -- Outlook, Google, iCal... (and according to the Web site, Lotus Notes is coming). Then just mark the hours you are available to meet and...
On October 6, 2009

Continuous Intelligence: Where Message Meets Moment

Online measurement has become increasingly focused on the integration of online behavior with customer marketing touch-points. Taking a complete view of the customer acquisition life cycle will often generate numerous potential integration points that can be profitably exploited. The goal of every marketing organization should be to achieve consistent relevance around both "message" and "moment."
On October 6, 2009

Stylish, High-Performance PCs Suggest a Sea Change for Dell

To fully understand what Dell has accomplished with the Latitude Z and its other new business client offerings, it helps to remember where the company's PC solutions began. For years, Dell emphasized substance and notably aggressive pricing over style, delivering products with solid features and conventional design elements at costs designed to appeal to its core business customers.
On October 6, 2009

Branson Voted Top Dog In Customer Service Poll

Virgin entrepreneur Sir Richard Branson has been voted Britain's best "Ambassador for Customer Service" in a recent poll carried out by the Institute of Customer Service (ICS). The survey, which polled the opinions of 74 industry professionals, saw Branson beat-off strong competition from the likes of Amazon founder Jeff Bezos (who claimed second place) and insurer Churchill's eponymous toy dog (third place). Speaking about the poll results, ICS chief executive Jo Causon praised Branson, Bezos and the insurance world's most popular cartoon dog's success in the realm of customer service. "Sir Richard is often prepared to take the customer's side" said Causon adding  that Jeff Bezos "broke the mould" with Amazon, with his concept for "effective, personalised, online customer...
On October 6, 2009

Joe Bloggs Still Puzzled Over Blogs

It's easy to forget, when you are caught up in the leading edge of social networking, that not everyone is on the same page as you. The realisation came to me recently, while attending an event held by the Confederation of French Industry Medef -- the equivalent to CBI. I was getting ready for a session of live blogging when a woman stopped me to ask a question. "Tell me", she said while eyeing my "blogger" badge which signalled that I was one of the 50 or so Internet experts invited by the confederation to cover the event, "what is a blogger?" I must admit that I must have looked pretty flabbergasted. As the media is awash with blog reports and web reviews, and even mainstream Hollywood...
On October 6, 2009

American Airlines Launches BlackAtlas.com

American Airlines will launch BlackAtlas.com, a social networking site for "sophisticated African-American travelers" later this month. The Web site will feature commentary by filmmaker Nelson George and allow visitors to share pictures, video, stories and travel tips. American spokeswoman Stacey Frantz didn't reveal how much the company is spending on BlackAtlas, but said American's goal is about “building brand loyalty in the African-American community.” This isn't American's first foray into ethnic marketing. In June, American marketed itself as the Latino airline, buying several 30-second spots on Spanish-language networks and set up an online soccer, or fútbol, game targeting Latinos. (As a card-carrying Latina, I'd say on a scale from 1 to 10, the innovation is about a 4.) So...