{"id":564,"date":"2007-01-10T13:02:10","date_gmt":"2007-01-10T19:02:10","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/accountability\/"},"modified":"2007-01-10T13:02:54","modified_gmt":"2007-01-10T19:02:54","slug":"accountability","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/accountability\/","title":{"rendered":"Accountability"},"content":{"rendered":"<p>Sales &#038; Marketing Management offers this quick article &#8211; <a href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/management\/e3i41285c5d8b9ca3c4c2f1175551a046cd\" target=\"_blank\">Avoiding Accountability Talks<\/a>. First, the context of the article is the reluctance of employees (and managers) to engage in holding other employee&#8217;s accountable. A couple of survey stats:<\/p>\n<blockquote>\n<ul>\n<li>50 percent say they are afraid of negative outcomes.<\/li>\n<li>16 percent say they don&#8217;t know how to start, hold or finish such a conversation.<\/li>\n<\/ul>\n<\/blockquote>\n<p>Sales managers take note &#8211; this activity is one of the most important components to effective sales management. We encounter this reluctance often. Salespeople need to be held accountable to their activities, their behaviors and ultimately, their results. You don&#8217;t even have to be good at it. But you do have to do it.<\/p>\n<p>The first step is to stop allowing excuses. Something will always go wrong when selling. The best salespeople handle the problems while moving forward with their selling process. Don&#8217;t allow the weaker salespeople to use excuses to explain poor performance.<\/p>\n<p>Once salespeople understand the old excuses are not going to work, you can then start to hold them accountable for their calls, prospects, qualifying, everything. This slight change by the sales manager will have a fundamental effect on the entire sales culture.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales &#038; Marketing Management offers this quick article &#8211; Avoiding Accountability Talks. First, the context of the article is the reluctance of employees (and managers) to engage in holding other employee&#8217;s accountable. A couple of survey stats: 50 percent say they are afraid of negative outcomes. 16 percent say they don&#8217;t know how to start, hold or finish such a conversation. Sales managers take note &#8211; this activity is one of the most important components to effective sales management. We encounter this reluctance often. Salespeople need to be held accountable to their activities, their behaviors and ultimately, their results. You don&#8217;t even have to be good at it. But you&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/01\/accountability\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4,11],"tags":[],"class_list":["post-564","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management","category-team-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-96","jetpack-related-posts":[{"id":276,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/ultimate-accountability\/","url_meta":{"origin":564,"position":0},"title":"Ultimate Accountability","author":"Derrick Moe","date":"September 4, 2006","format":false,"excerpt":"The most important sales management action may be to hold your salespeople accountable. We constantly preach this responsibility to sales managers with whom we work. Salespeople are independed animals but they still need to answer to their manager in regards to their activities. The remarkable thing here is that sales\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1636,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/accountability-is-the-key\/","url_meta":{"origin":564,"position":1},"title":"Accountability Is The Key","author":"Derrick Moe","date":"June 30, 2008","format":false,"excerpt":"In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.\u00a0 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\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2580,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/06\/the-importance-of-accountability\/","url_meta":{"origin":564,"position":2},"title":"The Importance Of Accountability","author":"Derrick Moe","date":"June 3, 2015","format":false,"excerpt":"I harp on this topic frequently, but it is a foundational need for all strong sales leaders.\u00a0 You must hold your people accountable to reach goals, close deals and follow your system (a broad word that entails your requirements for performance).\u00a0 The key is to simply do it\u2026you don\u2019t have\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":465,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-time-wasters\/","url_meta":{"origin":564,"position":3},"title":"Sales Time-Wasters","author":"Derrick Moe","date":"November 28, 2006","format":false,"excerpt":"Sales & Marketing Management has a short article about what holds back sales reps - Companies Hamper Their Sales Reps. Some of the findings from the study: * Salespeople spend just 8 percent of their time prospecting and qualifying new customers. Yet they spend 23 percent of their time dealing\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":850,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-case-for-selling-systems\/","url_meta":{"origin":564,"position":4},"title":"The Case For Selling Systems","author":"Derrick Moe","date":"April 24, 2007","format":false,"excerpt":"Some companies believe selling systems are restrictive.\u00a0 Other companies view them as methodical and clumsy.\u00a0 I, for one, am not a fan of the sequential step approaches that require this question be asked first, followed by this question and so on.\u00a0 Those approaches drip with insincerity. But a selling system\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1469,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/satisfied-salespeople\/","url_meta":{"origin":564,"position":5},"title":"Satisfied Salespeople","author":"Derrick Moe","date":"March 13, 2008","format":false,"excerpt":"Clayton Shold over at Saleopedia offers up some stunning survey results from a recent SalesDog.com survey.\u00a0 Check this out (my emphasis): Despite the job pressure, 70 percent of respondents reported being happy with their management, while 64 percent of those taking the survey said they felt adequately recognized for their\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/564","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=564"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/564\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=564"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=564"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=564"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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