These are awkward times. You and your sales reps are still working from home. You’re under a lot of pressure to hit the revenue targets you’ve been given, AND the end of the quarter is just days away.
It’s a lot. I get it. But not holding your reps accountable to activity targets, net new pipeline, pipeline hygiene, and quota isn’t the answer
So, what’s stopping you from holding your reps accountable?
Let’s just call out the elephants in the room:
- Everyone is under personal and professional stress – you don’t want to pile on
- You don’t want anyone fired
- You’ve been told to lead with compassion and empathy. So how do you do that and hold people accountable?
- The last year was unprecedented, but the future is also fuzzy
- You’ve developed a more personal relationship with your reps over the past few months and now they feel more like friends than employees
Leading from a place of fear, scarcity, and uncertainty is hard.
How to build a sales culture that keeps sellers accountable
Here are some ways to help hold your reps accountable without losing more sleep:
- Clearly communicate what you and the company expect from your reps
- Tell them what they can expect from you and the company
- Discuss how you should handle a situation where either of you feels expectations haven’t been met. Do this before something happens
- Be transparent about the state of the business
- Take action on chronic accountability dodgers. Nothing is more frustrating for employees that are walking their talk when someone else isn’t management does nothing.
- Get personal. Everyone is struggling with something. Let your employee know you care about them
Your reps are looking for leadership right now and that includes being held accountable for their performance. Be authentic. Be brave. Be transparent. You got this!