YourSalesManagementGuru

Blog archive

Accountability: Ingredient No. 2 to Great Sales

Last time, I mentioned the three ingredients that sales managers should have in their leadership pantry to maintain sales focus:

  • Discipline: Orderly or prescribed conduct or pattern of behavior.
  • Accountability:"Obligated to give a reckoning or explanation for ones actions.
  • Control: A standard of comparison for checking the results of an experiment or process.

We recommend that you actually share these definitions with your sales team and your entire company; this will help you increase everyone's focus on the need to execute brilliantly during challenging times. Accountability means that every department and every person -- sales, marketing, delivery and admin -- must be held accountable for meeting the expectations of their job.

(Hint: The expectations or standards must first be set).

By explaining the definitions first to your teams, you can fight the reaction of "this is micro-management." It is not; it is simply good management. Next, we discuss the concept of how "control" makes it all work.

If you haven't RSS'ed this blog, be sure to do it -- the link is here. And don't forget to check out my Web site for more selling resources!

Posted by Ken Thoreson on March 10, 2009 at 11:59 AM


Featured

  • Microsoft Mesh for Teams Coming in October Preview

    A public preview of Microsoft Mesh for Microsoft Teams will arrive next month.

  • Azure Database for MariaDB Ending in 2025

    Microsoft will "retire" its Azure Database for MariaDB service on Sept. 19, 2025.

  • Orgs Now Getting the New Outlook for Windows

    The new Outlook for Windows 11 app is now at the "general availability" release stage for personal users, but it's also "enterprise ready."

  • Four New Microsoft Surface Devices Unveiled at Event

    Four new Surface devices for businesses were announced during Microsoft's fall hardware event.