"How many calls did you make today?"
"Why were you only in the CRM active?"
"Show me your visit reports from last week!"
STOP. Immediately.
A study by Gartner shows: Excessive micromanagement reduces sales performance by an average of 23%.*
Why?
Because you are measuring the wrong thing.
Activity ≠ Result.
A salesperson with 50 calls and zero deals is worse than one with 5 calls and 3 deals.
The worst thing: micromanagement signals mistrust.
And salespeople without confidence are like racing drivers with the handbrake on.
Measuring successful sales managers:
➡️ Conversion rates instead of call numbers
➡️ Deal quality instead of activity volume
➡️ Customer satisfaction instead of visit frequency
➡️ Sales per customer instead of time in the system
Lead by results, not by fear.
Your people are professionals. Treat them as such.
How do you see it? Too hard or too soft?
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*Sources available on request
[https://www.mp-sales-consulting.de/leistungen-crm consulting/crm-beratung/](https://www.mp-sales-consulting.de/leistungen-crm-beratung/crm-beratung/ "smartCard-inline")
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