I had a great time chatting with Nancy Calabrese on the Conversational Selling podcast about the need for sales leaders to set expectations and hold sales reps accountable for those expectations.
We covered:
- The objective ways we measure goals
- Creating a culture of accountability
- The requirement for managers to set the expectations and targets
- Growing up in a family-owned business, and her “kitchen table education”
- Learning the hard way that culture is critical