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#53 Does your B2B sales team have an accountability problem?

#53 Does your B2B sales team have an accountability problem?

4 ways to create a culture of accountability

July 02, 2022

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4 ways to grow sales by creating a culture of accountability

In sales more than any other team, doing what you said you would is so important. And not doing that has consequences. Or does it?Too often I've seen teams that are held accountable to a revenue number, but not to all the things that enable us to get to the revenue number. Partly this is the responsibility of individuals and partly that of leaders.If you find yourself leading a team where accountability is slipping (or already weak!), what do you do?Try these four things.

Everyone has their own plan for success
1. what: everyone should have their own plan for success to meet their own goals
2. why: everyone has the company set goal or quota but, quite frankly, you won't believe in it like you will your own
3. leader role: instill with your team that everyone has their own plan they own and your job is to help them get there
Metrics need to MEAN something to individuals
1. what: if metrics are attached to meeting your own goal they have much more impact.
2. why: people need to understand the why and impact of action
3. leader role: connect the dots with team members on the reason why they are being asked to do certain things. Why it's important and the results it will bring to that individual and/or larger team
Be accountable yourself to your own plan and for what you do with the team
1. why: you have to lead by example and honor all of your commitments. How can we expect our teams to behave any differently if you don't?
2. what: that means you have to follow your plan and follow up on things you promised you would do for the team
Inevitably things will fall short and when they do, have the conversation
1. what: have the conversation in real-time and find out the reasons why things fell short and help them build a plan to get back on track
2. why: it's an opportunity to create a new plan for that individual to hit their own goals
3. leader role: it's important to create a supportive environment and help ensure a course correction plan is created, committed to and followed up on