SLA Episode 25c - "The Accountability Dilemma: Why Holding Reps Accountable is Easier Said Than Done”
In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley talk about the “accountability dilemma” faced by sales leaders. They explore common obstacles hindering leaders from holding their teams accountable, emphasizing the importance of clear expectations, open communication, and reframing accountability as a means of improvement.
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Podcast: “The Accountability Dilemma: Why Holding Reps Accountable is Easier Said Than Done” Co-Host: Colleen Stanley Co-Host Steven Rosen
What’s Inside: Introduction Full Episode Video Full Episode Audio Full Episode Transcript Full Episode Article 4:45 Summary Video YouTube Short
“The Accountability Dilemma: Why Holding Reps Accountable is Easier Said Than Done” In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley talk about the “accountability dilemma” faced by sales leaders. They explore common obstacles hindering leaders from holding their teams accountable, emphasizing the importance of clear expectations, open communication, and reframing accountability as a means of improvement.
FULL EPISODE “Sales leaders' main obstacle is the fear of damaging relationships and creating tensions and resentment within the team. By framing accountability as a path to genuinely becoming better, we will embrace people who are willing to open up and get rid of that fear or worry about damaging relationships and team morale.” - Steven Rosen
FULL EPISODE: Topics Covered Fear as the Impediment to Accountability Challenging the Status Quo Reframing Accountability for Growth
(4:45 Video) “Embracing Accountability: Overcoming Fear and Leading with Care” “When you've got an organization or salesperson that views holding people accountable as punitive, it’s up to the sales leader to reframe that conversation. You need to teach a concept to your team that caring is sharing.” -COLLEEN STANLEY
YOUTUBE SHORT: Reframing and Measuring for Improvement “Don't get wigged out when your manager is measuring metrics and following up on metrics. What gets measured improves.” -Colleen Stanley
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