If you are a high performing salesperson then you will probably agree that:
You own the responsibility for meeting and exceeding your targets;
You have a plan to get there;
You know where the numbers are coming from. (Which clients, what specific events and when); and
You have contingency in there for when the inevitable hiccups happen.
Companies rely on their salespeople to meet their numbers in order for the company to meet its targets, therefore the sales team needs to truly own their targets.
As a business owner/sales manager/executive there are some telling signs about whether your sales team understand their obligations or whether they just “try their best” .
"Doing your best" is really a euphemism for “I don’t really have a strategy to meet my plan”.
It is also known as the "hope and a prayer strategy".
“Accountability breeds response-ability.”
Stephen R. Covey
Some telling statements from under-performing salespeople who don’t have accountability for their numbers.
1. "I’m doing everything I can."
2. "The market is just not doing anything."
3 . "I’m doing everything I’ve always done."
4. "I just don’t understand why the numbers are dropping off."
On the other hand, when you have a rep who understands their commitments, they have answers even when things go off the tracks.
That conversation might sound like this.
"I expected xxx orders from this client, but they are down, so I am …" (some or all of the following):
1. Chasing my tier 2 clients (a, b and c) to increase the orders and make up the difference.
2. I have increased my prospecting calls by xx hours a week.
3. I have increased my face to face meetings by xx per week to see where the action is.
4. I have been gathering new leads from the production team based on their past experiences to add to my prospect list.
5. I have changed my hours up a little … Making prospecting calls first and last thing, leaving time for face to face meetings during the primary selling hours.
6. I’m calling into past clients I knew years ago and setting up meetings.
7. I’m setting up some calls with you and the executive so we can get in higher and find out what the client strategy is.
The accountable salesperson will make things happen.
The non-accountable salesperson will have every excuse in the book for why the numbers are not there, but no concrete action plan for fixing the situation.
“What you do, tells me everything about you.”
Make sure that your sales team is made up of people who accept the responsibility and accountability that goes with the role.
Just one more reason to hire people with the right attitude!
Kevin Dee is the founder of Eagle (a Professional Staffing Company)
Want to know where Canada's hot jobs are? Visit the Eagle Job Board!
I write these articles with the intent of sharing MY experience and knowledge gained during MY life journey. From the 16 year old joining the Royal Navy, through many incarnations, to the grey haired guy who built a business. If you find a nugget here, then I am happy. If the message offends you then I apologise, that was never my intent. I know and recognize there are many people and groups who have a far bigger challenge than I have had and I only wish you well.