--- title: Salespeople Aren’t Lazy. They’re Poorly Led. | The Sales Blog description: Salespeople are not lazy. They’re poorly led. Sales isn’t very much like a lot of other roles. It comes with much more independence than other jobs, image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_461317267.jpg --- ### [Now booking SKO meetings for 2026/27! 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They’re Poorly Led. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) November 11, 2016 Salespeople are not lazy. They’re poorly led. Sales isn’t very much like a lot of other roles. It comes with much more independence than other jobs, like a role in operations where your work simply shows up. The work of selling doesn’t come to you, you have to take action without reacting to some external stimulus. To succeed, you need the self-discipline to manage yourself. Without it, you fail. The role of salesperson also comes with a great deal of responsibility. In a lot of cases, the growth of the business depends upon salespeople. It’s also the [tip of the spear](http://thesalesblog.com/2012/01/11/you-are-the-sharp-end-of-the-spear/) when it comes to executing the businesses strategy. It comes with more pressure than many other roles in business. ## When Goals Are Missing When goals are missing, salespeople—like other people—tend to drift. Without a target, there is nothing to aim for. Without a goal, there isn’t any measurement of success or failure. If you can’t succeed, you also can’t fail. Goals and target are how we keep score. They keep you focused on taking the actions that produce results. ## When Accountability Is Missing Many managers are afraid to ask salespeople to report their results. They’re petrified to ask for reports on the [activity](http://thesalesblog.com/2016/10/21/activity-metrics-for-adults/) their salespeople generated during the week. Fearful of being accused of being a micromanager, they opt instead to be guilty of neglect. If you won’t hold your people [accountable](http://thesalesblog.com/2013/09/28/how-to-hold-people-accountable/) for results, you are teaching them that results are not important. You’re also informing them that you aren’t engaged in your work and that you are simply drifting, too. You are accountable for creating accountability. ## When Leadership Is Missing When leadership is missing, most people don’t turn in their very best performance. Leadership provides purpose, meaning, and direction. It provides vision and goals and accountability. It spurs activity and action. When a person demonstrates their own personal leadership, it’s often a sign that they can be counted on to lead others. Salespeople aren’t lazy. Well, some salespeople must be lazy, but no lazier than any other group of people or profession. And like any other group, leadership is the cure for [drifting](https://www.thesalesblog.com/blog/stop-drifting).   ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on November 11, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![how-to-lead-ebook-v3-1-cover (3)](https://www.thesalesblog.com/hs-fs/hubfs/how-to-lead-ebook-v3-1-cover%20(3).jpg?width=768&height=994&name=how-to-lead-ebook-v3-1-cover%20(3).jpg) ### How to Lead: The Leadership E-Book As leaders, we're faced with decisions everyday—not all of which are easy to make. Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with How to Lead: The Leadership E-Book. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/d345d648-812a-428a-81e4-53ce30822212.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d345d648-812a-428a-81e4-53ce30822212) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-08-21T3:50:44 AM", "datePublished" : "2016-11-11 22:42:32", "description" : "Salespeople are not lazy. They’re poorly led. Sales isn’t very much like a lot of other roles. It comes with much more independence than other jobs,", "headline" : "Salespeople Aren’t Lazy. 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