In my department in particular, under-performing reps tend to be micro-managed a fair amount more than what I would expect as normal. There are often times when management (even at the Director level) will create needless busy work that, at the end of the day, only gets in the way of selling. This could be due to the fact that our newly-created sales team is not performing as they expected and they seem to be on edge (leading to worry from reps if their job will be here in 6 months). Also, this job could be done 100% from home and yet they will not issue us laptops to work remotely.