As a manager you need to balance your focus between individual reps and the whole team. This contributes directly to the success of the team and the company because as you increase productivity you can increase the rate at which a rep brings in revenue. If you want to increase productivity you have to know what a rep is / isn’t doing and where their time is going each day.
It’s not enough to ‘check the box’ when onboarding reps, training and coaching. You’ll be more efficient when you understand why you’re doing it – and that’s to get everyone doing the right thing at the right time.
You want the reps to be motivated, to feel as if they are firing on all cylinders and achieving as much as they can for themselves, the sales team and the company. You don’t need to micromanage when you’re looking at the right metrics, data and activities. Of course, you still need to manage. Just don’t be that manager – the one who looks at the call stats, meeting counts, activity counts but has no clue how to take action to influence the outcome of the metrics.
Remember, productivity = doing the right thing at the right time to produce the right outcome.