Sales managers are not always present in small businesses, so we are often asked what…
Most salespeople are fine with being accountable. However, a sales manager might see it differently. It seems the team does not hold themselves accountable or meet expectations. There are reasons for that. Having an accountable sales environment starts with a sales manager being accountable for their role and responsibilities. Here are 6 reasons accountability is missing in a sales team.
1. What you expect of someone has not been defined and documented
If you have not clearly documented your expectations and communicated effectively accountability can be missing. Moreover, how can you hold your team accountable if you haven’t been effective in your communication? Be clear on what you expect in order to get the results you are looking for.
2. Expectations should be communicated in a manner that employees clearly understand
I’ve seen managers send out expectations via email that are competing with hundreds of other emails. Then, at the next meeting, they may wonder why people haven’t initiated their requests. Sit down and communicate with your team what it is you need from them. I’ve tried to get owners to do that and sometimes they don’t believe me. They send the emails believing it will be effective. Communicate in a way that is clearly understood and the results will follow.
3. A monitoring system is not in place
Once you get your expectations set, create a dashboard to monitor results. This will help you track not only results, but progress for initiatives and other activities.
4. Consistent monitoring of key expectations is not happening
Be consistent with updating the results once your monitoring system is in place. Then your sales meetings and one-on-ones will be more effective.
5. Lack of visibility
The sales people need to see the reports and dashboards as well as anyone else in the company. Visibility makes everything clear to your team. Also, it can create a higher accountability within the sales team.
6. Belief in the employee is lacking
If the sales manager does not believe employees can take ownership and be accountable for the results, there will be an accountability problem. Consequently, that is the number one thing that needs to be addressed. Believe your sales people can do what you expect them to do on a consistent basis.
In conclusion, sales people will do what you expect them to do if it’s clearly expressed, they understand it, it’s monitored and you believe in them.
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