Stop trusting them.

Over the last few weeks, I’ve had a number of good sales people get in touch who all shared the same frustration…

Micro-management…
-More reports.
-More internal meetings.
-More “just checking in” calls.

Which usually means:
-Less time in front of customers.
-Less autonomy and using their own initiate.
-Less opportunity to use the skills and experience that got them the job in the first place.

Why hire an experienced salesperson with years of sector knowledge, only to tell them exactly how to do their job?

It makes no sense; the best salespeople don’t need managing every hour of every day.

They need:
– Direction.
– Support.
And equally as important, they need the freedom to do what they were hired to do. Sell

If your sales team spend more time updating spreadsheets than speaking to customers, you’ve got a management problem. Not a sales problem.

What’s your view, do field sales people perform at their best when they’re constantly monitored?