I have a tendency to be softer than necessary with my sales team. I manage a team of 8 sales people (newly hired to veterans) and have a difficult time speaking my mind to them when the need arises. I know that I need to spend more time with new hires and ensure that they understand my expectations (and more importantly, understand the consequences of their actions should they not perform) yet it is difficult for me to "lay down the law" so to speak. I have always been more of a friendly type of manager and am to the point where a change is just a "want" it is a "need."
I'd love to chat via pm if more details are needed...thanks.