It's certainly one of the easiest ways to kill two birds with one stone. No one wants to tell someone they're not doing a good job, that's why accountability can be a tricky thing. Even worse, no one really wants to not pay someone because of that lack of effort. However, if your agency adopted a compensation model that both punished and reward for that behavior, you might start experiencing completely different outcomes. That's what I talked to Jason Cass, of The Insurance Alliance and Agency Intelligence, about as he details how he pays his people. P.S. We'e been know to hold people accountable here from time to time.