Learn how to make your sales team accountable to your company sales goals. Michael Rogers, vice president communications for the Small Business Association of Michigan, talks with sales trainer and coach, Greg Coyne, of Gerry Weinberg and Associates Sandler Training.

Greg says business owners struggle with accountability because they fear becoming too sympathetic or being seen as “Big Brother.” He suggests four questions to ask yourself to make sure you Big Brother-proof your Accountability plan: 1) Is it excuse proof? 2) Do you set accountability targets monthly and manage them weekly? 3) Do you give your people/team members the tools they need? 4) Do you stick with the program when it hurts?