Most sales leaders know all about accountability. They often have large quotas that serve as a constant reminder of their highly transparent success metric. But not many sales leaders know that if they have insufficient accountability, it can hinder sales growth.
According to 95Percent, “91% of people rank accountability as one of the top development needs they’d like to see at their organization.” That means that not only do you want your salespeople to be more accountable, but that accountability is held in high regard.
In order to hold someone accountable, you need to monitor employee productivity. So just how do you track your salespeople’s productivity? You have quotas, sales leaders, and a compensation plan, right? Yet sometimes you can still have revenues and profits that are lagging.
Here are some reasons why:
This is called “revenue myopia,” or revenue nearsightedness, where revenue or the results number is the sole focus and the not the team or activities.
According to a Harvard Business Review study, “46% of managers worldwide are not good at holding their teams accountable.” Either they undervalue the need for accountability in the workplace, or they are too focused on the revenue number.
When you are focused on the number and not on holding your team accountable, you can start to see how priorities shift.
Here are a few things that can happen with insufficient accountability:
Simply put, if you are not accountable, you will not achieve your goals. Insufficient revenue can cause many challenges and struggles.
Insufficient revenue causes the following:
Holding salespeople accountable is one of the most important things that a successful leader can do. If insufficient accountability is what’s getting in the way of the results you want, you can reverse it. It won’t happen overnight, but it will happen if you are willing to change. There are a few things you can do.
Here are a few actions to consider and implement:
There are many more things you can do to increase your accountability, but those are a few that can make a big impact right away.
Insufficient accountability can hinder sales growth faster than you may think. Being too focused on just the revenue number can distract from spending time with your sales team and holding them accountable.
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