Holding individuals accountable is hard.
You need to be powerful and generally even be a jerk, proper?
As a lot as I really like Anakin & Padme meme, that isn’t true.
It is unclear the place gross sales managers discovered that accountability was an “either-or” state of affairs. You are a big-time jerk to your salespeople otherwise you’re a push-over who lets them get away with something. Being a supervisor is just not a black-n-white world. It is usually a world of grey tones, the place judgment and other people acumen comes into play.
One of many ideas that we train in our administration workshop, “Expertise Centered Administration“, is that you shouldn’t deal with each salesperson the identical. It is best to deal with all of them in a different way, once we say in a different way; we don’t imply that you simply deal with some pretty and others unfairly. We imply that you must tailor your administration actions to the person abilities, abilities, and expertise of every rep.
You continue to have to have a set of tips that may assist hold your crew accountable whereas being honest within the course of.
3 Methods to Maintain Salespeople Accountable (And Not be a Jerk)
1. Set Clear Expectations
The important thing to holding a salesman accountable is setting clear expectations. It is exhausting to satisfy expectations when they aren’t communicated clearly and upfront to your crew.
Each particular person in your crew shouldn’t solely know the requirements and expectations but in addition why they’re vital to them and the group. Tying expectations to outcomes is a crucial step in getting your salespeople to “purchase in” to the method. Finally, we wish your gross sales crew to personal their efficiency.
2. Be Constant
Consistency will assist you to from being a jerk. In case you constantly discuss to your reps about the identical objectives, requirements, and expectations each week, then they’ll know the way your weekly 1-on-1 conferences will go.
Try to be speaking about the identical, boring metrics each week. This consistency will exhibit the significance of the KPIs and main indicators to their success and general crew efficiency. It should additionally assist you to from going off on tangents the place you would possibly shift into “jerk mode.”
3. Present Assist
Holding your salespeople accountable is simple when they’re high performers who at all times hit their budgets and meet expectations.
It will get powerful when you’re working with a struggling rep.
One option to keep away from the “jerk mode” is to supply assist, sources, and options in order that they’ll enhance their efficiency and meet your expectations. Do not simply sit in your ivory tower and yell down at them. Soar off your seat, get into the trenches, and brainstorm ways in which they’ll enhance their exercise, appointments, and closes.
Conclusion
Utilizing these three easy tips when you’re holding your salespeople accountable will assist you to get higher efficiency out of them, but in addition stop you from shifting into “jerk mode.”
