The 7 Deadly Sins Of Sales Management
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Not Holding People Accountable

Holding people accountable for their performance is a cornerstone of powerful organizations, but you would be surprised at the number of companies that don't consistently do this. This is especially true during trying times, when management is inclined to lighten up on performance standards. During a downturn, it is better to reduce quota requirements than look the other way on non-performance. When we don't consistently hold people accountable for their performance shortfalls, it sends a message that management is weak and not confident in the goals it sets. This will erode morale as well as confidence in management.
 
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