Redefining Accountability

Accountability can get a bad rap; a blame game or a sign of failure.

In sales, true accountability is about mutual commitment and strategic alignment with your customers.

Truly understanding their goals, metrics, and measure of success to work together to achieve these outcomes.

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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Mutual Accountability: How It Becomes a Basic Component of Success

By Richard DiGangi

What the Idea Is:

The term accountability sometimes carries a negative connotation—a blame mentality, along with an assumption of guilt. That’s not it at all.

Why It Is Valuable:

You understand how both you and your customer will be held accountable for your efforts to achieve agreed-upon success. Accountability involves the ability of a person to provide a focus on an initiative, make the necessary decisions, and garner support from his/her customer to achieve success. The biggest misstep of salespeople is doing an inordinate amount of work for little to no reward.

How It Works:

You must think strategically about your business and the people involved.

Do you understand your customers’ businesses?

Do you understand your customers’ goals?

Do you understand your customers’ metrics?

Do you understand your customers’ compensation or measurement?

Have you agreed (clearly) on the rules of engagement and what the goal is?

What does success look like or resemble?

What steps have you agreed on that each party will take to achieve this success?

What would you do in order to guarantee success?

Are there penalties for not doing what was agreed upon?

Jointly agreeing on mutual efforts and success is a recipe for success. Mutual accountability is something that needs to be practiced in order to be successful. Anyone who excels in a sport, or whatever their craft of choice, practices. It requires more than just minimal practice when the mood hits; it requires a clear, focused, and disciplined practice that analyzes the process, questions the results, and continually looks for ways to improve on what they are doing.

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