Where Does Effective Sales Management End and Micro Management Begin?

Views: 9907

Scott is a new sales manager. He’s read a bunch of sales management books and articles trying to learn the role. A question that he is struggling with is the right way to manage his team.

The CEO of Scott’s company expects him to be actively involved in every deal that his six salespeople are pursuing. Scott is expected to know what his salespeople are doing every moment of the day.

Having spent ten years in sales, he knows the CEO is off-base with his expectations. But, given that Scott is a new sales manager, he wonders what the best way is to manage his sales team.

From your perspective, where is the line between effective sales management and micro-management? How should sales managers manage their teams?

sgr_main
jquery
wppopups
anything-popup-js
ct_public_functions
ct_public
cleantalk-modal
ct_internal
contact-form-7
disqus_count
email-subscribers
popupaoc-public-js
tp-tools
revmin
scroll-back-to-top
wonderplugin-carousel-skins-script
wonderplugin-carousel-script
comment-reply
jquery-masonry
twentythirteen-script
the_champ_ss_general_scripts
the_champ_fb_sdk
the_champ_share_counts
google_gtagjs
jvcf7_jquery_validate
jvcf7_validation
google-recaptcha
kc-front-scripts
ivory-search-scripts
jquery_jcarousel_min
jcarousel_responsive