Are you a Micromanager? I conducted an informal survey the other day discussing the roles of sales process within the staffing industry. Most of the respondents responded positively to the need for greater structure within sales organizations in order for sales people to maneuver through an increasingly competitive environment. One respondent caught my eye, primarily because he captured the downside of an overbearing sales process. To quote him: “Too many companies dress their sales team in monkey costumes and suck the passion out of them by having rigid cookie cutter sales programs.” The reason I love this quote is that it captures the frustration that micromanagement can cause within a sales force. What causes that disconnect between management and their team? I believe most sales people see their job as an art that requires the flexibility to be creative to build trust and lasting relationships with the customers. Some managers tend to see sales more as a science, distinct activities leading to predictable results. They are both right. The question is how does management find a balanced sales process to maximize the productivity of their team? That depends on multiple factors unique to each organization including the makeup of the … Read More
