I realize that, after almost ten years, I am still talking and thinking about the same thing, both in my new Millennial Sales Accountability eBook and in Millennials Matter. Accountability – or the lack thereof – can make or break your sales growth objectives. What do you see when looking at the accountability of your salespeople?
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?