6 Danger Signs You May Be Headed to Micro-Management
Below is a MRR and PLR article in category Business -> subcategory Sales.
6 Warning Signs You May Be Headed Toward Micro-Management
Summary:
Are you managing people, or are you mentoring and supporting their competencies and activities? Here are some broad strategies to avoid the pitfalls of micro-managing sales teams.
Keywords:
sales leadership, sales training, sales performance, sales management training, corporate sales training
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Article
1. Focusing on Tasks Instead of Competencies
Are you primarily monitoring tasks, or are you identifying and training for essential competencies? Consider this: gathering 50 business cards a day is data collection, but training to achieve a 60% conversion-to-appointment ratio is crucial for your sales team's success. Instead of merely holding your team accountable for tasks, focus on teaching them the business fundamentals. Train them to measure competencies so they can manage their own “business” effectively.
2. Measuring Irrelevant Details
A telecommunications sales manager once told me he requires his sales reps to make '100 calls a day.' I asked if he was in the 'dialing' or 'communication' business. Measuring the number of calls is pointless if it doesn't relate to performance or results. Instead, focus on the competencies that can be improved and are directly linked to outcomes.
3. Managing Time Instead of Performance
During a playoff interview, a successful college coach shared: “Develop a solid game plan, build supportive systems, and train everyone to excel. Then, let them play to their natural strengths.” This approach is equally effective in sales management. Identify the competencies necessary for success and provide targeted training. Allow your team the freedom to achieve results.
4. Demanding Excessive Forecasting
Requiring detailed forecasts beyond your normal sales cycle can be detrimental. If your average sales cycle is 27 days, why demand a 30, 60, and 90-day forecast? Instead, use a 30-day rotating calendar and establish business rules for weekly forecasting. Ensure your forecasts are accurate and realistic by asking empowering questions, and focus on strategies that improve your closing ratio.
5. Managing People vs. Coaching Behaviors
Attempting to manage people often leads to resistance, especially from self-starting sales professionals. Instead, manage behaviors with clear systems and routines aligned with key competencies. This approach fosters improvement and ownership over their actions.
6. Uniform Management Styles for All
While empowering all salespeople to become self-sufficient performers is the ultimate goal, top producers require minimal intervention. If a sales drill is effective, let them use it. Match your management style to performance metrics and results. For others, adjust your level of hands-on management based on their progress, helping them evolve into self-sustained professionals.
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By focusing on these strategies, you can shift from micro-management to empowering your sales team for greater success and productivity.
You can find the original non-AI version of this article here: 6 Danger Signs You May Be Headed to Micro-Management.
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