I once had a salesperson who just wanted to be left alone.
He was one of my top salespeople, an A player, and I figured he knew best.
“Leave well enough alone”, I thought. And I happily spent my time coaching my other, less effective sales reps; the ones who “needed me”.
I figured this was a pretty solid sales management strategy.
That is, until he left to go to the competition in his third year with the company. It was almost exactly a year after I had become his sales manager.
I always regretted that “leaving him alone” decision and I learned never to do it again…especially after he started eating our lunch in the territory he vacated to go to the competition.
The Sales Management Dilemma of The A Player
Your sales people probably tell you that they want to “run their territory as if it’s the business”. They think they’re in charge of their own destinies and all I have to do is just Continue reading