The most important sales management action may be to hold your salespeople accountable. We constantly preach this responsibility to sales managers with whom we work. Salespeople are independed animals but they still need to answer to their manager in regards to their activities. The remarkable thing here is that sales managers don’t have to be good at holding their salespeople accountable, they just have to do it.
I caught up to this quick post from What Would Dad Say and got quite a kick out of it. Some times exaggeration is the best method for making a clear point.