Accountability has become the buzz-word for “finding someone to blame.” True accountability focuses on fixing the wrong and finding a lasting solution. An excuse-free sales culture is defined as “a set of shared values, goals, and practices that minimizes excuses and maximizes the search for solutions.” When your sales team is not allowed to make excuses, you empower them to tap their talent reserves for creative options on how to handle adversity and conquer obstacles. What do you observe when looking at your sales team?
Have you ever tried filling a cracked pot with water? It’s impossible, frustrating, and exhausting. The water keeps running out through the cracks. If your Millennial salespeople lack accountability, this is exactly what you will see. How can you build a strong accountability culture in your business and boost your sales growth?
In my Sales Audit work, I’m amazed by how often we see a lack of accountability in the entire sales team. It’s like a virus that infects every function of the sales process.
Have you observed this virus in your Millennial Sales Team?
Really? Character? Why are you talking about character, Danita, when what we really need are sales strategies to hit our growth targets and sales numbers? Does character really make a difference?
In a recent Forbes article, I share Steve’s story. His lack of accountability caused him to lose his prospect’s trust – and the sale.