When people write about the fact that less than fifty-percent of salespeople reach their quota, they often intimate that salespeople are somehow getting worse. Maybe they are getting worse, perhaps they aren't. But if they are failing, pointing…Continue Reading
Tag: accountability in sales
There are many differences between those who succeed and those who struggle. However, there is one difference that dominates the list, and this single factor may be the root cause of the others. The difference in succeeding and struggling is what…Continue Reading
Recently, I had a conversation with a person who told me that one of the leaders in her company led “with the stick.” His view was that a leader leads with something negative instead of positive. It would go too far to suggest that he was…Continue Reading
What you are willing to be accountable for is a large part of how your client perceives you and the value you create. If you want to be considered something more than a vendor or supplier, increasing your accountability will move you up levels.
If you measure your results by activity alone, these salespeople are doing well—especially compared to their peers who are doing far less in a day.
Sales managers in the past measured activity as if it were the only variable, mostly because it…Continue Reading
Your team didn't deliver the numbers you needed. It is time to assess what went wrong and how to fix it. Here's where you start:Continue Reading
Salespeople are not lazy. They’re poorly led.
Sales isn’t very much like a lot of other roles. It comes with much more independence than other jobs, like a role in operations where your work simply shows up. The work of selling doesn’t come…Continue Reading