What we’re hearing

Over the last six months, we’ve had numerous conversations with people across the construction sector, and many of them have raised the same concern.

Despite healthy levels of activity in the market, performance isn’t matching up to the forecasts made at the start of the year. In response, some employers have reacted by tightening KPIs, increasing reporting requirements, and placing greater emphasis on daily, weekly, and monthly targets.

To those directly affected, this is beginning to feel less like support and more like micromanagement. Instead of boosting results, it creates stress, frustration, and, in some cases, disengagement.

Why it’s happening

It’s understandable why this happens. When numbers fall short of expectations, leadership teams look for levers they can pull quickly. KPIs are tangible, trackable, and provide a sense of control.

But sales and business development aren’t purely about the numbers. They depend on relationships, trust, and creativity - things that can’t always be measured on a spreadsheet. When activity becomes over-monitored, people can feel stripped of the autonomy that often drives their best results.

The impact

This shift is starting to show across the industry. For many employees, morale is dipping as the focus shifts away from building genuine client relationships and towards simply ticking boxes. High performers, in particular, often feel stifled when their autonomy is stripped back.

For employers, the risks are equally clear. Retention becomes harder as good people start looking elsewhere for a culture that balances accountability with trust. Ironically, the tighter the grip, the more performance issues companies can face.

So, what’s the right approach?

It’s a question many leaders are asking: Should sales teams have more freedom and autonomy, or should they be guided by strict KPIs?

The reality is there’s no single answer. The most effective approach often blends the two - clear, realistic targets that provide direction, combined with enough freedom for professionals to use their skills in the way that works best.

Final Thoughts

At Metis Recruitment, we hear both perspectives daily. Companies are under pressure to deliver results, and employees want to feel trusted to do their jobs well.

There’s no one-size-fits-all solution, but there is an opportunity for reflection: are KPIs being used to support performance or control it?

And if you’re an employee feeling weighed down by unrealistic expectations, you’re not alone. Many others are in the same position, knowing there are businesses out there taking a more balanced approach.

If this resonates, and you’d like a confidential chat, whether as an employer or employee, feel free to get in touch.

01522 424145 | info@metisrecruitment.co.uk | www.metisrecruitment.co.uk