In the Sales Leadership Quick Tip Video, I want to share with you why clarity trumps authority for accountability when you are running a sales team or any team in your business.
Why do we want accountability from our sales teams? Because if we can count on our teams results and feedback, it helps us as leaders and owners to make good and timely decisions. If you have a sales person with a particular goal, say $100,000, you want to be able to count on that goal being achieved or you want to count on your sales person communicating that shortfall. As a result, sales persons can be that accountable business partner that you need when you use clarity to get the accountability that is so important for a sales team.
Clarity Trumps Authority
There are two areas that you want to focus on in order to achieve clarity for your sales team.
Clarity in Roles
As a business owner or sales manager, you want to be very clear about what each persons role is. What exactly can your team expect of you? What exactly can you expect of them? Are these roles clearly defined in your business? Most importantly, don’t make assumptions that you are all on the same page in expectations. Take some time and put these expectations of roles on paper for yourself and for your team.
Clarity in Goals
Goals are the specific metrics that a person needs to achieve in the timeline they need to achieve them. If there is a $100,000 goal for the current month, spell out the activity you want from the sales person for them to achieve this goal. For example, I expect you to achieve this goal by meeting four prospects each week and deliver ten proposals. Your proposal dollar amount should be at $300,000. If these goals aren’t met, expect your team members to communicate this to you.
In conclusion, accountability happens when you have agreed upon roles and agreed upon goals. This produces the clarity everyone needs for success.
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