Holding folks accountable is hard.
It’s a must to be powerful and generally even be a jerk, proper?
As a lot as I like a very good 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 isn’t a black-n-white world. It is usually a world of grey tones, the place judgment and folks acumen comes into play.
One of many ideas that we educate in our administration workshop, “Expertise Targeted Administration“, is that you shouldn’t deal with each salesperson the identical. You must deal with all of them in another way, after we say in another way; we don’t imply that you just deal with some pretty and others unfairly. We imply that it’s best to tailor your administration actions to the person skills, abilities, and expertise of every rep.
You continue to must have a set of pointers that can assist preserve your crew accountable whereas being truthful 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 laborious to fulfill expectations when they don’t seem to be 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 essential to them and the group. Tying expectations to outcomes is a essential 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 allow you to from being a jerk. Should you constantly discuss to your reps about the identical targets, requirements, and expectations each week, then they may know the way your weekly 1-on-1 conferences will go.
You have to be speaking about the identical, boring metrics each week. This consistency will display the significance of the KPIs and main indicators to their success and general crew efficiency. It can additionally allow you to from going off on tangents the place you may shift into “jerk mode.”
3. Present Assist
Holding your salespeople accountable is straightforward when they’re high performers who all the time hit their budgets and meet expectations.
It will get powerful when you find yourself working with a struggling rep.
One method to keep away from the “jerk mode” is to supply assist, assets, 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. Leap 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 pointers when you find yourself holding your salespeople accountable will allow you to get higher efficiency out of them, but in addition forestall you from shifting into “jerk mode.”
