The first of my three-part blog argued Transparency is the first step in building a high performing sales organization. The fastest way of creating Transparency (and urgency) in your sales organization is to distribute periodically a sales dashboard with the results of every rep.
Step 2 is Accountability. While Accountability is a two-way street among top performing sales organizations, effective sales leaders know it starts with them. And they know it’s more what they do than what they say.
Ineffective sales leaders often blame their reps or organizational dysfunction (or both) for poor results. But effective leaders hold themselves accountable first. They assess their own shortcomings and mistakes leading to their team’s poor results, and share what they’re doing to avoid making the same mistakes next time.
Effective sales leaders also consider organizational dysfunction causing reps to under-perform before scrutinizing shortcomings of individual reps.
They build Accountability doing things that benefit sales reps, deliver profitable growth, and ensure company success. A few of these actions include: Setting sales strategy, Coaching individual reps, Implementing an equitable incentive comp plan aligned to corporate goals, and Clearing reps from time draining distractions so they can focus on selling. Positive actions from effective sales leader makes a sales organization accountable.
The third and final blog in this series will review the most important element of top performing sales organizations: Trust. Stay tuned.