Once upon a time, in a business far far away, a well meaning manager sat in a training session. He read a book. He sat with his Sr managers. This manager was struggling to get the results everyone wanted.
His sales team wasn’t generating enough opportunities. They didn’t have enough first meetings and they most certainly didn’t have enough revenue.
He heard a consistent message. You need to have more accountability. Your team doesn’t want it enough. They aren’t working hard enough. You should have them check in: daily, weekly, and they need quotas.