The Coaching Effect Blog

The Coaching Effect Blog

    Formula for Sales Management Success

    by Sarah Wirth / July 16, 2013

    Looking for a simple formula to be an effective Sales Manager yielding solid results? It may sound too good to be true, but there is a straightforward three-step process that is easy yet very effective.  First, think about 2 questions …


    1) What is the most difficult item to implement when shifting direction? (Most people say “EVERYTHING!!!”)

    2) How do I maximize optimal performance when driving company directives?


    The answer to the second question is the solution to the first as well. Shift is change and change is always a challenge, no matter how big or small. However, if we master driving company directives, we can be effective in implementing change because of the strong correlation.  Cutting to the chase, here is the simple formula…direction, motivation and accountability. These three go hand in hand in helping employees reach their full potential. However, many companies struggle in at least one of the three, with the most challenging being accountability.


    Unfortunately, accountability is a negative term by many, thus, it is also the most underused, uncomfortable and misunderstood principle in management. It also is the most powerful in maximizing performance when done properly. So how do you do it correctly?


    First and foremost, accountability is NOT Micromanagement. If you are micromanaging, you are not providing healthy accountability and could be causing more harm than good.  Healthy accountability is simply partnering with an employee or co-worker to ensure implementation is progressing. It is not asking for a specific report, document or string of communications. It IS identifying (hopefully by the employee) best practices and/or strategic activities that are outside the norm for that individual, and following up to talk about progress/results, as well as any changes necessary. Over time you enable others to be stronger and more effective than they even thought possible. With appropriate accountability, your team not only becomes more effective, they will be more cohesive and loyal as well. They (and you) will certainly stand out because of their achievements.


    Direction, motivation and accountability do go hand in hand, but since accountability is misused or underused by so many, it should be evaluated and determined what can change to get a healthy dose instilled on a consistent basis.


    In my next blog, we will dissect “direction and “motivation,” but for more information and ideas on how to have healthy accountability, let’s get this discussion going with questions and comments on how we can personalize accountability to specific needs.


    Posted by guest blogger Greg Bradshaw, VP Sales of American HomePatient

    Tags: Sales Motivation

    previous post Coaching Young Sales Talent
    Next Post Sales Coaching and your 20's
    Sarah Wirth

    Sarah Wirth

    Sarah Wirth is the President of EcSell Institute and has over 20 years of experience in employee assessment, leadership development, sales executive coaching, and customer service. She has presented to executives from across the globe with organizations such as Mercedes Benz, Estee Lauder, Ritz Carlton, Cheesecake Factory and many more.

      Social Networks

      Subscribe to our blog

      Subscribe to our newsletter