Sales Performance

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?

How often do you hear your Millennial salespeople and BDRs complaining about how difficult it is to sell in a hyper-competitive market?

These days, it seems that prospects have all the power. They can get information quickly on Google and YouTube. They have more choices than ever before.

How might you transform your sales team into buyer-savvy sales leaders who can deliver consistent revenue and margin results?

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.