As much as things, change they remain the same. These words continue to appear in my mind as I read report after report about what makes sales success. Another report released by AMA Enterprise (Division of American Management Association) revealed that only 17% of the managers believed less than 10% of their employees seek to avoid responsibility. In other words, 83% of the workforce in varying percentages seek to avoid responsibility. This translates into an unproductive and unaccountable workforce.
To build personal accountability, if you are in a sales management role, returns once again to having clearly defined WAY SMART goals. Yet if individuals do not consistently achieve their own personal goals how in the world can they achieve organizational goals? Sales Training Coaching Tip: People including your sales team place more importance of a written grocery list (think goal) than they do planning for the rest of their personal lives less alone their professional lives.
Communication is also critical. This exchange must be clear, must be consistent and must be concise. Sales Training Coaching Tip: Ask your sales team to write down the 3 top goals for your organization as they perceive them to be. Everyone should answer in EXACTLY the same manner with EXACTLY the same words.
Sales managers are role models whose actions must reflect the desired behaviors. Sales Training Coaching Tip: Do as I say, not as I do did not work for school children and works even less well with adults.
Finally sales success is all about consistency. From the setting and achieving of WAY SMART goals to the communication of those goals and to the modeling of the desired behaviors by sales management.
Yes, what worked years ago to achieve sales success still works today. Sure there is more, especially with complex sales. However without a strong foundation, the ability to increase sales is greatly diminished.
If you want to learn more about how to identify the personal accountability of your sales team or other employees, the Attribute Index is a great and proven tool to accomplish that goal.