Performance goals are the means to the end. If sales managers improve accountability, they will improve sales performance in the process.
The cost of neglecting accountability is high. Lack of Accountability results in disengaged employees, low productivity, low morale, and high turnover. Unfortunately, these are lagging indicators associated with managers who set vague or unclear expectations and fail to hold people accountable for results.
Coaching for accountability should be frequent and focused. Employees who receive daily feedback are three times more likely to be engaged.
Successful managers appreciate the push and pull that is inevitable when all of the behavior styles are represented. A behaviorally diverse team is strong, healthy, and productive. Embrace the differences, set high expectations, and hold employees accountable for results.
Managers who dictate and micro-manage employees are sending the message, "I can't trust you." Managers who are unpredictable and moody send the message, "You can't trust me."
The most important product of a manager's effort is a high performance team. If you achieve your goals through the effort of others, as most people managers do, then you have an obligation to hold yourself accountable for their development and hold employees accountable for results.