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Strategies for avoiding the micro management trap

Robert F. Wright (Mead Johnson Nutritionals, Erie, Pennsylvania, USA)

Management Decision

ISSN: 0025-1747

Article publication date: 1 June 2000



In the highly competitive business world of today, many managers have a tendency to micro manage their field sales employees. These managers have good intentions of trying to help the representatives accomplish the various tasks and directives that have been set by upper management. However, this type of approach often results in a lack of productivity. Managers and representatives become focused on tasks and often lose sight of the big picture. This article presents four key strategies to help sales managers avoid the micro management trap and to increase productivity of the field sales representative.



Wright, R.F. (2000), "Strategies for avoiding the micro management trap", Management Decision, Vol. 38 No. 5, pp. 362-364.




Copyright © 2000, MCB UP Limited

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