When it comes to being accountable for your own sales results—are you?
I know it seems like a vague question—so let’s boil it down a little bit.
It doesn’t matter if you’re a sales rep or a sales manager, all of us in sales are expected to produce results. (And if you aren’t responsible for producing any results at all, please give me a call—I want to hear this!).
Positive results are what drive any successful business. It’s necessary. But so many sales professionals also hate being accountable for their own sales results. And that’s understandable. Accountability sucks. And so does failure or only meeting a goal halfway.
But I have news for you: being accountable for your own sales results shouldn’t be a chore or a trudge or a burden. It should be welcomed. Because being accountable will make you better. Really!
Being Accountable for Sales Results: The Why
I’m a big fan of Simon Sinek’s philosophy on “why.” He talks about it in his book, Start with Why. And also in his TED Talk, How Great Leaders Inspire Action.
Here’s the clip in case you missed it:
I mention this because I’d like to talk about the philosophy of why in terms of being accountable. If sales managers and salespeople buy-in to the why of accountability, then really, what else matters?
Why Being Accountable for Sales Results Will Make You Better
Successfully accomplishing all of your sales goals each week, month, quarter, and year means the following:
Your company will thrive. The positive results that you achieve means more profits for the company. This, in turn, means the company can continue to grow and expand. Departments can continue to develop, processes and grow, and new technologies can be added.
You will thrive. Meeting your expected sales targets means that you’ve succeeded. You’ve done your job to the fullest—which should make you feel great! But that’s just the tip of the iceberg. This also means you’ve met your commission goals, and will be enjoying some extra cash in the bank.
Your customers will thrive. If you’ve worked hard all year to achieve positive sales results, it means you’ve been working hard. This will also reflect on your prospects and customers. After all, you couldn’t have gotten to where you are without them!
Now that we’ve determined the outcomes that will happen if you achieve your sales goals, let’s explore the accountability side.
We’ve worked backwards a bit to get to where we are—but I hope you’re still with me. You see sometimes we need to take a step back in order to move forward. It’s so easy to be mid-way through the year only to discover that we’re missing our goals. And this can be completely devastating and depressing. Even the strongest salespeople and managers can fall into the “woe-is-me” slump that comes with underachieving.
Don’t let that be you. Don’t allow a little failure get in the way of what you are truly capable of. Yell, cry, or scream if you need to. But then move on. And do the following:
Next, take your monthly prospecting action plan and create a time block that outlines how you’ll achieve each area in the plan.
Then, get a buddy. Find someone to hold you accountable to your plans. This person could be a peer or a leader.
Lastly, monitor and audit your process closely. Look at your monthly prospecting action plan and time block closely. Are you getting everything done? And is what you’re doing driving sales? If not, it’s time to take a look at your activities and processes.
Being accountable doesn’t have to be a chore. Be accountable to yourself, to others, and to processes. Then watch how it changes your life!