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Strategies for avoiding the micro management trap

Strategies for avoiding the micro management trap In the highly competitive business world of today, many managers have a tendency to micro manage their field sales employees. These managers have good intentions of trying to help the representatives accomplish the various tasks and directives that have been set by upper management. However, this type of approach often results in a lack of productivity. Managers and representatives become focused on tasks and often lose sight of the big picture. This article presents four key strategies to help sales managers avoid the micro management trap and to increase productivity of the field sales representative. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Management Decision Emerald Publishing

Strategies for avoiding the micro management trap

Robert F. Wright
Management Decision , Volume 38 (5): 3 – Jun 1, 2000
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Publisher
Emerald Publishing
Copyright
Copyright © 2000 MCB UP Ltd. All rights reserved.
ISSN
0025-1747
DOI
10.1108/00251740010340544
Publisher site
See Article on Publisher Site

Abstract

In the highly competitive business world of today, many managers have a tendency to micro manage their field sales employees. These managers have good intentions of trying to help the representatives accomplish the various tasks and directives that have been set by upper management. However, this type of approach often results in a lack of productivity. Managers and representatives become focused on tasks and often lose sight of the big picture. This article presents four key strategies to help sales managers avoid the micro management trap and to increase productivity of the field sales representative.

Journal

Management Decision – Emerald Publishing

Published: Jun 1, 2000

Keywords: Supervision; Control; Autonomy; Coaching

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