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"Setting goals is the first step in turning the invisible into the visible." – Tony Robbins
Top-performing sales teams have a clear set of goals and expectations that allow everyone to stay on the same page to make progress and be more accountable.
Drawing inspiration from some high-performing B2C sales teams, we have compiled a list of 5 things you can do to improve accountability
#1 Choose the Data-Driven Approach
The end goals of each salesperson in your team might be different. But when it comes to the business, your team's goals must be aligned with the key results that you will track at the end of the day, week, or month.
You cannot improve what you cannot measure. It is essential to track the end goals, but even more important to follow the processes that lead up to them. To ensure that your agents are accountable, you will need the right tool to track key data points and micro-steps in the funnel, such as -
- Speed to Lead
- Connectivity rate for new leads
- Number of closed deals
- Conversion rate
#2 Coaching Your Sales Agents
Accountability is not just your salesperson's responsibility. A great team leader will sit down with their sales representatives and analyze the root cause of the problem. Most teams focus on the bottom of the funnel and not the entire funnel when it comes to performance. A solution-oriented approach will significantly improve your salesperson's performance and ensure greater accountability in the future.
The sales lead should provide the right tools and systems to help their team achieve their targets and step in to mitigate chokepoints in the funnel via training and coaching.
#3 1:1 Meets are a Must for Successful Sales Operations
Following up with your sales representatives based on their key performance indicators is critical for you to check their progress and eliminate any blockers to reach the end goal. But it is of greater importance to understand where they are falling short and what can help them close more deals.
An effective 1-1 is when you have in-depth visibility of your agent's performance metrics and listen to what they have to say.
#4 Focus On The Bigger Picture Right From The Start
As a leader, it is your responsibility to set clear expectations and goals for your sales reps. Accountability is the bridge between these expectations and the desired outcome. Right from hiring new people to training the existing members in your team, there has to be consistency in the end goal.
Every process that you initiate, every short-term target that your agents make, all of it needs to be directed towards the end goal. This makes the agents accountable for the micro-steps in the funnel and drives consistent growth.
#5 The Right Tech Stack Will Help Your Sales Reps Become More Accountable
Most sales teams find it challenging to choose the right tech stack. Knowing what metrics are essential for your team is the first step in making the right decision. Numbers are essential. But it will cause greater confusion if the numbers you and your team are looking at are not relevant to your business.
The tool that you choose should help you track the performance of your sales agents to conduct better 1-1s and have greater visibility over your business.