Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 17

Some companies are using contact management software to observe salespeople's activities and to supervise salespeople more closely. Some salespeople, though, are not supervised closely-as long as they close enough sales, the company is satisfied. To what extent should salespeople be allowed to manage themselves? What risks do you take as a sales manager when you allow self-management among salespeople? How can you minimize those risks?