GREAT salespeople rarely need to be micro-managed and prefer instead to be coached, guided and developed. It simply isn't necessary to put someone "under the thumb" when you see behaviors leading to the following actions:

 Salespeople who have a results and financial gain orientation establish their objectives and targets independently and don't expect someone else to do it for them.

 They combine a bias for action with an appropriate review of the analytics associated with the business of their business. Beyond sales; margin, profitability, client comparatives and progress against goal will be important in their mind.

 The value of the relationship is in the value that they return to the client, themselves and their company. There is a clear understanding and calculation of where they should invest their time and how to create the maximum return. They deal in delivering uncompromising excellence and benchmark against their potential and personal expected level of performance. They are not driven by what someone expects of them but rather by what they expect of themselves.

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