I was asked to serve as a reference for a salesperson whom I happen to know well so I was happy to oblige. The recruiter asked me an interesting question..
I am paraphrasing, but it was something like this, “What is the best way to manage [salesperson]?”
It guess it was a good question, because I had to pause, think…and then I offered the following, which sums up my management style that has served me well over the years. I said – I would simply focus on creating a fair compensation plan that will incentivize the desired behavior and ensure that the parameters are well-defined and then get out the way! I don’t think salespeople need to be managed, rather coached and supported. If I have to spend a lot of time managing a salesperson then I probably have the wrong person.
I saw this on LinkedIn this morning…really?
Remove the obstacles and create an environment for success. Hire admin to take care of the non productive work. It’s really not that complicated.
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