Accountability

Sales and marketing alignment: leaders talk about it. They say it’s what they want. They notice when it’s not happening. But they don’t always offer a clear explanation of what sales and marketing alignment really is.

Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs.

Many of you reading this article right now have a team (or teams) of people that report to you in some form or another. As you think about those people, your time spent leading them, managing them, coaching them, developing them, working with them, and yes… all of the other things you have to do as part of your roles or responsibilities, it doesn’t leave much time to add on a thorough accountability process to that list… or does it?

In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.

Mike Montague interviews Scott Perry on How to Succeed at Being Creative on Purpose. In this episode learn: What does being creative on purpose mean? Are YOU creative? Four principles to be creative on purpose.

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center. What, exactly, is the best way to do this? And how do you do it without falling into the trap of micromanaging people?

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”

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Collectively over the years I've heard every excuse as to why people don't need to track metrics. "You don't understand I'm just too busy to track that type of thing," or "what is that really going to do for me in the long run."  Well, in the long run, if you truly understand what the outcomes are statistically every time you pick up the phone or attend a networking event, couldn't you predict the future?  Wouldn’t that make life a little less stressful?

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The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modeled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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Learn how the insights and our real-time messaging works on the Sales Accountability platform.

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The SalesAccountability platform offers a wide variety of functions to help your team improve their sales process. Learn how to add users and setup teams within the platform to hold your team more accountable!

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Do you understand all the the sales accountability platform has to offer? Learn all you need to know all you need to know about the competitions tab in the system.

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Are you taking advantage of the Sales Accountability platform? Learn how to access and take advantage of your performance analytics available to you through the tool.

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Looking for the best way to log your daily activity and sales? Learn the best way to navigate your Sales Accountability dashboard today.

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Keep, Attain, Recapture, Expand. Learn more about the concept of KARE in the heart of SalesAccountability!

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Have you noticed? Temperatures are rising, which means summer is about to make its big entrance. For most of us, that’s entirely good news, because summertime means things like vacations, cookouts, and maybe even some time at the beach with a good book. For salespeople, though, the advent of summer is likely to be a bittersweet development, one that leads to an unnecessary drop in annual income… because of the Myth of the Eleventh Commandment.

Learn how to hold salespeople accountable for their behaviors. Whether it is yourself or your sales team, Hamish Knox and Haley Ayraud will help you learn the best practices for sales accountability and building new habits.

Rule number 23, create a culture of accountability. Help your people own their success. Listen, every time I do executive coaching, one of the top topics is how do I create a culture of accountability. Okay, I agree. We want it. We all strive for it. We want our people to accept challenges. 

Holding your people accountable is simple. In working with sales leaders around the world, accountability isn’t easy because those leaders possess one of three self-limiting beliefs that cripple their accountability program.

We know from some extensive research on goal setting that most people make a New Year’s wish instead of a resolution. Proper goal setting requires commitment to your dreams. It gives you a road map to follow, allowing you to focus your efforts on the right thing at the right time, and holding you accountable for progress. If you are committed to succeeding in 2016 and want to do something about it, then follow these 6 steps to a perfect goal setting plan for this year and the rest of your life.

Salespeople are often viewed as individuals who hold themselves accountable. Accountable to getting up and out every day and pushing themselves to get to the next level.  They are most often seen as doing things that others don't want to do. They hold themselves accountable. What's the reality? It's not always that easy. Many salespeople would say (my educated guess) that holding themselves accountable is one of the toughest things they face

As a manager, executive or owner, the only valuable you possess is your time. To successfully manage your time and grow your business, ask yourself the following question daily: "Does 'it' advance my business?" ("It," being whatever activity you are doing or about to start.) Let's take a look at several examples, which might resonate with you. Activity – Understanding your direct reports' personal goals Does it advance my business? Absolutely

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the "i"s, crossed all the "t"s, covered all the bases, and answered all of the prospect's questions. But, instead of a buying decision, you only received a stall, a put-off, or a request for some concession. At whom do you point the finger of blame?

I love small businesses and their owners. I spend much of my day marveling at the great accomplishments of this hearty bunch of entrepreneurs who pursue their dream and formulate the backbone of our business society. They are the lifeblood of this country. there is a soft spot in my heart for the struggles they endure as well as the challenges they must overcome to succeed.

Why? Why do we get up every day and go to work? Because we have bills to pay: Really? Listen to the news-not paying your bills is now as much a status symbol as a Gold Card in the 1980's. Because that's what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed-and you don't know what is really expected, do you? Because employees depend on us: Really? Management texts say a great manager implements systems that will operate well when management is not there. Really it's because Mom or Dad said so

The change in the economic climate in the last two years has affected everyone, and one of the more dramatic effects is the cultural impact it's had on organizations. Employees no longer feel safe, and they don't like it. They are feeling left out, they are angry to see their friends laid off and their pay cut, and all they hear as a reason is that sales have dropped 30, 40 or 50% - and they now demand to know more! They want to know why the results are so poor.