Accountability is the mindset and effect of taking responsibility for your actions; whether the outcome of those actions is positive or negative. In business and sales, employees taking responsibility for their actions is a key factor to success. It allows employees to admit when they have done wrong and empowers them to work at improving their methods. It also creates an heir of true satisfaction when they do succeed.
The implementation of accountability within a business can drastically improve company culture, work ethic, productivity, sales, and of course, customer satisfaction.
What Does Accountability Mean in Sales?
One of the most exciting improvements that the implementation of accountability can have is increased sales. An influx of sales naturally increases revenue, which is a goal for every company. The only problem is that it can be difficult to develop accountability within a sales team; however, there are a few tips on how to motivate a sales team to take more responsibility for their actions.
- Clear Communication: It is important to properly communicate what your employees need to take accountability for, and provide them with examples. This will ensure that they fully understand where and how they should take responsibility.
- Goal Setting: Setting smart goals that are achievable and, together, make a large goal possible, is a good way to encourage accountability within the office. It will make accountability seem like less of a mountain of responsibility, and will be less daunting for employees.
- Employee Competence: Once your employees know what they need to take responsibility for, and what goals they need to reach, it is important to determine if they have the competency level and skills needed to take responsibility and act accountably.
- A CRM System: A CRM (Customer Relationship Management) system has many functionalities that can assist a sales team with accountability, and will empower them to take responsibility where necessary.
What is CRM Accountability?
Some of the most useful features a CRM can provide when it comes to increasing accountability includes:
- Tracks Activities Related to Sales: A CRM facilitates the tracking of sales-related activities. This allows a sales rep to record their efforts, and compels them to take responsibility for the time spent on nurturing sales, assessing the viability of sales opportunities, and using the information provided.
- Automated Lead Assignments: The design allows for automatic lead assignment in a manner that the business deems fair. There are multiple lead distribution methods that can provide a fair assignment of leads. This will also improve accountability and productivity through an increase in organisation and a prevention of lead loss.
- Tracks Lead Response Times: There is a functionality that has the ability to track the amount of time a sales rep takes to respond to a sales lead that has been assigned to them. If the response time is not fast enough, it can automatically reassign it to another team member. This encourages accountability, as a sales rep would have retained the lead if they responded in time.