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May 27, 2026 · Louie Bernstein
Stop Being The Referee
sales managementfractional sales
I spent years managing my sales team with one tool.
My gut.
"She's not working hard enough."
"He's not following up."
"I don't think he's got what it takes."
All opinions.
Nothing documented.
Every coaching conversation a negotiation.
When I finally wrote down exactly what I expected, the activities, the KPIs, the decision rights, what happened if standards weren't met, it changed everything.
Not because my people changed.
Because I stopped being the referee.
A Sales Accountability Document is the single document that lets a founder stop managing day-to-day behavior and start reviewing outcomes instead.
Five components. Thirty minutes to build. Worth more than any sales hire you'll make this year.
Get a full breakdown, with example language you can use today:
https://lnkd.in/eR3UvX7s
My gut.
"She's not working hard enough."
"He's not following up."
"I don't think he's got what it takes."
All opinions.
Nothing documented.
Every coaching conversation a negotiation.
When I finally wrote down exactly what I expected, the activities, the KPIs, the decision rights, what happened if standards weren't met, it changed everything.
Not because my people changed.
Because I stopped being the referee.
A Sales Accountability Document is the single document that lets a founder stop managing day-to-day behavior and start reviewing outcomes instead.
Five components. Thirty minutes to build. Worth more than any sales hire you'll make this year.
Get a full breakdown, with example language you can use today:
https://lnkd.in/eR3UvX7s