While many managers struggle with holding their teams accountable, it seems it is most epidemic with sales managers. Surprisingly, these accountability challenged managers often have the biggest problem with their best reps.
The top reps might be the ones failing to update their CRM or turn in forecasts or account development plans by the assigned deadline. The manager rationalizes that his stars don’t have time because they are busy selling. Not holding the best reps accountable is often a slippery slope and before the manager knows it, no deadlines are being met, the team is missing its targets, and his credibility is shot.
Here’s how to get off to a fast start in 2016. Managers should sit down with their teams, explain that the lack of accountability is undermining the team’s productivity, and clearly and specifically set expectations for 2016. Add an accountability plan to your strategy that sets consequences if deadlines aren’t met. Try withholding expense checks if you really want to get their attention. Oh, and one more thing, the same process can be used by senior management to hold their sales managers accountable.
Quote of the Week: “Accountability breeds response-ability.”—Stephen Covey
For more Marketing and Sales motivation, sign up for TGI’s Marketing Minute Newsletter