One of the keys to developing leverage in business is to ensure that revenue is generated as evenly as possible across your selling team. Yet many business owners find their sales results to be lopsided – either generating the lion’s share themselves or having one or two star performers amid a field of mediocrity. Although selection and training certainly play a part, an inability to create and maintain a culture of accountability ultimately costs the most. What price do you pay for the current level of accountability of your salesforce?
