Accountability. Serious sales leaders demand high performance from their sales teams. But what happens when there’s a team member who has potential, knowledge and good customer relationships, but still doesn’t perform? This rep always has orders in the pipeline and “talks a great game,” but the rep’s sales cycles are long and only small orders are being closed. The results delivered are average at best.
The sales manager feels like they are always nudging this sales rep to do better, and the rep does do better, for a few weeks. But as soon as the manager takes the pressure off, the rep is back to his or her old ways. What should be done? Do you raise the bar and force the team member to step up? Or should you give them some slack, knowing maybe you’re better off putting up with mediocre performance and focus your efforts elsewhere? This workshop will address these issues and help sales managers create clear performance standards and hold their teams accountable.
Skills that ‘Holding Your Sales Team Accountable’ will help leaders develop
- Initiating meaningful dialogue with the sales team by...
- Setting up areas of responsibility.
- Creating specific performance standards.
- Setting a tone that emphasizes actions over words.
- Learning to keep in mind that your team members are individuals with motivations as different as their work styles.
- Respecting and responding to team member’s differences so they will perform above and beyond expectations.
- Treating team members with the same respect you treat customers.
- Asking insightful discovery questions to explore what each team member truly values.
- Creating a follow-up system and selling culture that holds each member of the sales team accountable.