By Barrett Riddleberger
CEO of xPotential Selling Inc. Barrett Riddleberger (www.xpotentialselling.com) received a call from a Sales Director recently who said that that his Sales Managers fail to hold their salespeople accountable. He said: “My Sales Managers are too soft on their salespeople 95% of the time and too hard on them 5% of the time.” He went on to explain that when attempting to hold their salespeople accountable, the Sales Managers tend to “soft sell” the conversation.
