Some years ago I listened as a CIO for a large organization boasted about his new sales management system. The new system required sales reps to go through 14 steps in order to enter a sales lead. The old system required 4 steps.
Luckily, there was a senior sales manager in the room. “Are you crazy?” he asked the CIO. “How on earth can you claim that a system which demands 14 steps instead of 4 is more efficient!?” The CIO explained how all the extra information and steps would allow for more complete data and would sync up with other internal systems.
