3 Ways to Improve Accountability within Your Sales Team

Written By: 

Wayne Swart

Wayne Swart
Leadtrekker Lead Management System

Managing accountability is one of the most important factors when it comes to managing a sales team in your business. Here are 3 ways to improve accountability within your sales team:

Set SMART goals

One of the most important steps to achieving better accountability, not only for your sales team but also for each individual on the team, is to set SMART goals. SMART goal setting entails more than just chasing after a monthly sales target. You can think of SMART goal setting as the steps you need to take in order to reach high numbers for every sales period.

The word SMART in goal setting abbreviates the following:

Specific – Set goals that are specific to the end result. If a task is not in line with the end result then it should not be included in the goal setting process.

Measurable – Being able to measure your results will help you improve on most aspects of your sales process because after all, what gets measured can be improved accordingly.

Attainable – It’s important to set realistic goals since the reality of achieving goals will help motivate your sales team members.

Relevant – Setting relevant goals will help your sales team to not get side tracked. If a goal is not relevant to the end result then it should not be entertained.

Timely – Each and every goal should have a deadline. Having timely organisation skills and a deadline should be seen as non-negotiable aspects when it comes to goal setting.

Invest in your sales team

It’s important to realise that most people aren’t only motivated by money. Yes, we all like to earn a decent income, but in many cases, job satisfaction ranks higher than a fat salary. Imagine earning twice as much as what you are currently earning, except, leaving to work every day is a dreary, exhausting process. Having a brain-dead like job where there is no hope for growth, no challenges and only monotonous slavery is never worth a few extra numbers in the bank; happiness and work satisfaction overrules all.

Here are some ways to invest in your sales staff:

  • Training: regular training has a profound impact on the overall attitude of your sales staff. Not only will it make an already difficult career path more bearable, it is also a great benefit for your business to have more skilled sales staff.
  • Culture: Famous Austrian-born American management consultant, Peter Drucker, once said: “Culture eats strategy for breakfast.” Having a strong company culture will have a positive impact on the attitude of your sales team. (Also referred to as hygiene factors:  The reasons people stay with a company).
  • Be a sound board: It is easy to become demotivated, especially in a sales career. Have regular one-on-one meetings with each sales team member and ask the right questions. Also encourage them to give you honest answers. A simple example of necessary questions:
    •  “What do you hate most about your job”
    • “What do you like most about your job”
    • “What can we do to help you do your job better”
  • Tools for the job: It is impossible for a craftsman to do his job without the right tools. Leadtrekker is a great system when it comes to accountability in any size sales team, not only because all the leads in the system have to be assigned to a sales agent, but also because it helps business owners to measure each member individually.