The Coaching Effect Blog

The Coaching Effect Blog

    Identify Accountability Problems in a Sales Department

    by Kristi Shoemaker / May 11, 2011

    Danita Bye, president of Sales Growth Specialist is our Pillar Partner and guest blogger today. Learn essential tips that help a Sales Manager develop accountablity within his/her sales organization. Also, what clues indicate an accountablity problem.

    Download the full white paper titled "Creating A Sales Culture of Personal Accountablity"  CLICK HERE

    Following are the highlights from this sales management white paper. Enjoy!

     

    Accountability can be a sensitive subject because most people like to think of themselves as responsible employees or sales managers. However, excuse-making and “waiting for things to get better” generally don’t improve a business situation. Here are some tips for sales managers to foster personal responsibility and develop accountability within your sales organization.

    Listen to what your sales reps are saying, they may demonstrate the need for accountability. Here are some examples:

    • Why do customers expect so much?    
    • When will the market turn around?
    • When is someone going to train me?
    • When is someone going to put together a decent marketing program?
    • When is management going to get its act together?
    • When are we going to become more competitive?
    • When are we going to have better products?
    • Why aren’t my people motivated?
    • Why do I have to do everything myself?

     

    Symptoms that may indicate the revenue-genration side of a sales organization lacks accountablity and personal responsibility:  
    There is a low conversion rate from those prospects who are qualified to those who  make a decision to buy.

    The sales pipeline, or flow of prospects from the first contact to the signing of the  business, is weak. This weakness is due to not enough prospects in the pipeline or not enough qualified prospects who are being adequately prepared to make a commitment to buy.

    The salesperson always discounts price in order to get the business.

    There is a low conversion rate from those prospects who are qualified to those who make a decision to buy.

     
    Four effective ways to eliminate lack of accountability while building a culture of personal responsibility in the workplace:

    Ask the right questions

    Match the right behaviors

    Hire the right people

    Set the right expectations

    Download the full white paper titled "Creating a Culture of Personal Accountability"  with our compliments. CLICK HERE

    If  this type of fact-based on sales management inforamtion is valuable to you, please consider subscribing to our Sales Coaching Newsletter. Emailed 6X a year, we pull together the best research, best practices, and strategies in sales coaching and managing the 6 Pillars of Sales Productivity. Sales Coaching Newsletter  CLICK HERE TO SUBSCRIBE

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.