Micromanagement: The Silent Profit Killer in Sales

Most companies think they’re losing money because of competition, the economy, or even “lazy employees.” Truth is, one of the biggest silent killers of profit is micromanagement—especially in the sales department. Let’s keep it real: when your staff and managers are scared to make decisions without calling for approval, your business is bleeding money in ways you don’t even see. 1. The Fear Factor Micromanagement breeds fear. Salespeople who feel they can’t give a price adjustment, a discount, or close a deal without begging for authorization stop thinking like deal-makers. They start thinking like robots. Their only concern becomes not messing up, instead of making the sale. Fear shuts down initiative, and initiative is the fuel of revenue. 2. Lost Time, Lost Deals Picture this: your customer is ready to buy. They want a price adjustment to match the competition or an add-on thrown in. Instead of closing the deal right there, your salesperson has to call a manager… who t...