Do you lead in fear or lead in accountability?
Organisations thrive or collapse on the success of their sales teams. It’s challenging being a sales leader. Most sellers know and exemplify vibrance and enthusiasm. Let’s face it: who would want to buy from an unenthusiastic seller? You can’t fake enthusiasm, so sellers manage to truly believe in the products and services they sell. The mental process to manifest this is unique and challenging to share … or is it?
Sellers operate at the “change face”. Clients are constantly evolving, the market is shifting, their organisations are changing. Staying connected and successful is an art form many struggle to achieve, and few see managing change as the key to their success. The default position for many sales leaders is action driven by fear. CRMs have been weaponised to track compliance. CRM promises much in recording, reviewing and maintaining opportunities and accounts, but without work on accountability, your sales teams will see it as another compliance activity — and one they have no time for.
The trouble is, most organisations say one thing and do something completely different — to which sellers are asked or forced to comply.
- If you’re creating experiences that don’t match your intention, you have a cultural issue.
- If you’re creating intentional and consistent experiences around the use of CRM and you aren’t getting sellers to meet your expectations, you have an accountability issue.
- If you’re creating consistent experiences, and if sellers are genuinely seeking to meet your expectations but still not meeting your expectations, you likely have a training issue.
Cultures of accountability bring awareness to trust inside your organisation.
If your organisation doesn’t trust itself, how can your customers trust your organisation?
We help sales team exceed their targets, build trust, and be accountable.