Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide the motivation for your activity. If your sales manager has to look at your activity then you are doing something wrong.
You sales manager must never have to manage attitude. Your healthy beliefs and your great sense of optimism underlie all of the results that you produce in sales—and in life. Your sales manager should never be concerned that you are negative, pessimistic, or cynical. And they should never have to worry about you being a carrier of the disease that can quickly infect the entire sales force.
Your sales manager should never have to manage your commitments. Your word should be your bond, and your system should keep track of those commitments. If your sales manager has to follow up on your commitments you aren’t long for the world of sales.
Your sales manager should never have to manage the timeliness or accuracy of your data in your sales force automation software. There is nothing more important to you than your relationships, and you should be managing the records . . . read more
By: S. Anthony Iannarino
Source: Busniess Week