Comments on: Panic and the Rise of Micro Management - Killing Sales From Within http://www.btbtraining.com/2009/03/23/panic-and-the-rise-of-micro-management-killing-sales-from-within/ Business development and strategy , sales and marketing, social media Thu, 17 May 2012 06:00:14 +0000 http://wordpress.org/?v=2.5.1 By: Skills Games http://www.btbtraining.com/2009/03/23/panic-and-the-rise-of-micro-management-killing-sales-from-within/#comment-1873 Skills Games Thu, 09 Apr 2009 18:15:20 +0000 http://www.btbtraining.com/?p=302#comment-1873 Great post, thanks for the info Great post, thanks for the info

]]> By: Niall Devitt http://www.btbtraining.com/2009/03/23/panic-and-the-rise-of-micro-management-killing-sales-from-within/#comment-1478 Niall Devitt Tue, 24 Mar 2009 17:54:41 +0000 http://www.btbtraining.com/?p=302#comment-1478 Thanks Christian. Your last point is well made particularly if that activity is blind or without purpose. The current downturn is causing sales managers to mange results, even though it the last thing they should be doing. Regards, Niall Thanks Christian.

Your last point is well made particularly if that activity is blind or without purpose. The current downturn is causing sales managers to mange results, even though it the last thing they should be doing.

Regards,
Niall

]]> By: Christian Maurer http://www.btbtraining.com/2009/03/23/panic-and-the-rise-of-micro-management-killing-sales-from-within/#comment-1476 Christian Maurer Tue, 24 Mar 2009 16:44:09 +0000 http://www.btbtraining.com/?p=302#comment-1476 What Paul describes here is so true. As sales people, so have sales managers and executives lost skills and abilities during the last boom time. I know of even less sophisticated managers who instead of pipeline reviews actually increase the cadence of forecasting. Pretending that they are really result focused. Maybe they have never learned or forgotten that you cannot manager the results but only the process that leads to results. Or they have forgotten or never believed that in particular with complex sales situations, that more activity does not necessarily cause more revenue. What Paul describes here is so true. As sales people, so have sales managers and executives lost skills and abilities during the last boom time. I know of even less sophisticated managers who instead of pipeline reviews actually increase the cadence of forecasting. Pretending that they are really result focused. Maybe they have never learned or forgotten that you cannot manager the results but only the process that leads to results. Or they have forgotten or never believed that in particular with complex sales situations, that more activity does not necessarily cause more revenue.

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