What is a likely outcome of over-supervising a sales force?

When a sales force is over-supervised, it often leads to resentment among the sales representatives. This occurs because excessive supervision can make sales reps feel distrusted or micromanaged, which undermines their autonomy and individual ability to make decisions. When salespeople perceive that their supervisors are overly controlling, it can create a negative work environment and diminish morale. Consequently, instead of feeling empowered to succeed, representatives may feel stifled and less inclined to take initiative, which can ultimately lead to decreased productivity rather than the intended increase.

In contrast, while increased productivity, stronger team cohesion, and enhanced motivation may seem like potential benefits, they are generally not the outcomes of over-supervision. Instead, healthy sales management involves a balanced approach where supervision is sufficient but not excessive, allowing for both guidance and the autonomy necessary for sales representatives to thrive.