G.L. has a great post over at What Would Dad Say where he references a sales book from 1922 titled Modern Salesmanship.  Here is the pull quote:

Believe in Your Price

When a man ask the price, you’ve got him interested. But the attitude of your answer largely depends the sale. Too many salesmen quote their price in fear and trembling—in their own inmost heart they feel it is too high.
And the commonest remark in a buyer’s mouth is, “Price is too high. I can buy the same thing for less money.” Pity the salesman who feels that the buyer is right. He’s going to lose the sale or his self-respect if he cuts the price.
If you feel that the price of the article you sell is too high—either convince yourself that it isn’t—or get another job.
But look at it squarely.

What a tremendous turn of phrase that last sentence is – “look at it squarely.”  There is much truth in that short excerpt.

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In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.  They are all in different industries, but their sales all have many similarities.

One of the sales managers has progressed the best so far with his new salesperson during the onramping time.  One sales manager has had to fire his salesperson (yes, one we placed) due to many reasons – many of which were the salesperson’s fault.  The third sales manager has been tentative with his salesperson, but she is progressing well.

The one variable that has had the biggest impact on success has been accountability.  The sales manager with the best progress is also the one who has defined the milestones and goals most clearly.  He knows what he wants his new salesperson to accomplish and he has defined the target dates by which he wants it accomplished.

But the key comes back to accountability.  This manager is holding his salesperson accountable to the activities that will guarantee success by those dates.

Here is why accountability is key – if the manager is holding the salesperson accountable, they are involved with the salesperson.  Granted, some sales managers only hold the salespeople accountable through brow-beating forecast/quota meetings.  Yet, I would say that is still better than nothing.

The best sales managers hold the salespeople accountable while working with them to help them reach their goals.  Coaching, strategizing, adjusting, leading…these priorities are normally being accomplished by sales managers who make a priority of holding their people accountable.

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