21 Traits of Great Salespeople: Accountability

Accountability is a cornerstone of success for salespeople, and indeed for all professionals. Show me a salesperson who has succeeded without being accountable, and I’ll show you someone who got lucky but couldn’t sustain their success. Accountability isn’t confined to sales; it’s a universal trait of successful individuals in all walks of life. Whether professionally or personally, the best parents, neighbors, and friends are all accountable.

Accountability in Sales Means:

1. Being accountable to your company.
2. Being accountable to your customers and prospects.
3. Being accountable to your family and yourself.

Here’s what I mean:

Being Accountable to Your Company

Your company provides you with a salary, benefits, commissions, and bonuses with the expectation that you’ll work hard and deliver results. This isn’t out of altruism; it’s a business necessity. Your role is crucial—if salespeople aren’t selling, there’s no revenue to sustain the company.

If you have activity metrics to hit (e.g., a specific number of meetings per week or month), hit them. If you have sales goals, achieve them. The essence of accountability is not making excuses. Just as you wouldn’t want your company to have excuses for not paying you, don’t give them excuses for not achieving your targets. Extenuating circumstances may arise, but consistently holding yourself accountable will ensure you outperform those who rely on excuses.

Being Accountable to Your Customers and Prospects

Do what you say you’re going to do, no matter what. Live up to your promises and commitments. Don’t overcommit; customers will remember your word, even if they don’t mention it. If something isn’t as your customer expected, especially if you assured them it would work, listen, be empathetic, and do everything in your power to make it right. Never hide behind contract terms; when you have to refer to the contract, you’ve damaged the relationship. Deals come and go, but relationships should endure.

Being Accountable to Your Family and Yourself

Your family depends on you for income, advice, parenting, and support. They need to trust you in all situations. It’s not enough to be responsible; you must be accountable. How often have your children known their responsibilities but failed to meet them, offering excuses like “I was tired” or “I forgot”? That’s how your family will perceive you if you fail to provide or miss important events. Know your priorities and be accountable to your family.

Lastly, be accountable to yourself. People often say they want certain things but aren’t willing to do what’s necessary to achieve them. They make excuses to themselves. If you want to earn a certain amount in sales, be willing to do what it takes, consistently. Hold yourself accountable, reward yourself for achievements, and face the consequences when you don’t meet your standards.

As Revenue Medic, I assist Salesforce partners with selling more of their products and services with and through the Salesforce sales organization (fractional sales leadership, sales, sales training, etc.). Please let me know if I may be of any assistance to you or anyone you know. Thanks.