CHAPTER 9

Turning a Blind Eye to the Perennial Underperformer Does More Damage than You Realize

Executives and sales leaders speak often about the importance of accountability in their organizations. But when it comes to maintaining a high-performance culture and a laser focus on results, actions speak much louder than words. Frankly, talk about accountability is cheap—and dangerous. The leader who is constantly preaching about holding people accountable for results and doesn’t follow through does more damage than if he hadn’t said anything in the first place.

Johnny Never Makes His Numbers

When kicking off a longer-term project with a new client, I’ll typically sit down with the senior executive who brought me in to get his take on the members ...

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