How the Best Sales Leaders Manage Their Teams Effectively?

Three Levels of Sales Team Management

Level 1: Micro-Management

At this level, leaders focus on the smallest details of their sales team's daily activities. They monitor:

• Who the sales representatives meet
• How many calls they make
• How many proposals they send out

Micro-management ensures strict control but can sometimes hinder creativity and autonomy.

‍Level 2: Progress Management

‍Instead of tracking daily activities, progress management focuses on the sales pipeline. Sales managers track:

• The current stage of deals
• What actions are needed to move deals forward
• Strategies to close contracts successfully

This level offers a balance between control and flexibility, allowing salespeople to focus on results while ensuring accountability.

‍Level 3: Macro-Management

‍At the macro level, leaders focus on high-level results, revenue, and financial forecasting. Instead of monitoring individual deals, they:

• Analyze sales forecasts
• Assess overall business performance
• Adjust long-term strategies based on trends

This approach works best when the business is performing well, allowing leaders to focus on growth rather than immediate sales activities.How to Choose the Right Management Level

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‍Factors That Influence Management Approach

1. Leadership Level

• Senior executives (CEOs, directors) focus more on macro-management.
• Mid-level managers (department heads, team leads) are often involved in progress management.
• Sales supervisors or team leaders may need to engage in micro-management.

2. Management Style

• Some leaders prefer detailed control, while others adopt a hands-off approach.
• Generally, female leaders tend to focus on details more than male leaders.

3. Industry and Business Nature

• Certain industries, such as FMCG and telesales, require micro-management for efficiency.
• Enterprise sales, SaaS, and B2B sales often require progress or macro-management.

4. Economic and Business Conditions

• Strong economy (Growth of 20-40% per year): Leaders can rely on macro-management.
• Moderate performance (20-80% of targets met): Progress management is the best approach.
• Struggling business (Below 20% target achievement): Micro-management is necessary to regain control and make improvements.

Applying Management Levels Based on Business PerformanceAccording to experienced sales leaders, the following formula helps determine the appropriate management level:

• Above 80% of sales target: Use macro-management.
• Between 20% and 80% of the target: Use progress management.
• Below 20% of the target: Implement micro-management.

The same principle applies to managing individual salespeople. If a salesperson meets over 80% of their KPI, results-oriented management is sufficient. For those achieving between 20-80%, tracking progress is essential. However, underperforming sales reps require micro-management.

Successful sales leaders adjust their management style based on business conditions, team performance, and industry specifics.  Switching between micro, progress, and macro-management ensures better results and a more efficient sales process.

What about you? Have you started feeling the pressure of your current business situation? Have you adopted any technology to enhance your sales management strategies

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