As the old adage goes, “without accountability, there is no responsibility“. In sales management as a Sales Leader, and in sales as a true sales professionals – everyone across the organization has to be accountable for their own performance and results.
Here are the keys to accountability for your or your team’s performance and execution:
- everyone in sales “owns it” – from the CRO / VP of Sales to the new junior SDR (Sales Development Rep)
- you take responsibility for everything in your work – you’re in charge and you own your sales number
- if you fail to execute you take responsibility for it and if you miss your number then you own it
- a real “sales professional” has no problem admitting when they are wrong and taking the blame
- no excuses, no blaming, and no finger pointing – no excuses, just solutions
- if you are behind your target, don’t sugar-coat it – just tell your sales manager and ask for help
- lean into your problems, don’t delay the solution – and report it to your manager immediately and don’t delay getting help
- develop the confidence to say when you’ve failed at something or made a mistake – others will respect you for that
Every true professional (starting with sales but actually everyone in a company or in any team sport) has to be accountable – for your own actions, your own behavior, your own attitude, your own work.
Some of the most successful business leaders or athletes in sports or even coaches take full responsibility and own the accountability for their actions. Look at any press conference with Tom Brady or Bill Belichick where they openly state that they didn’t do a good enough job and they need to focus on doing a better job themselves. They don’t point fingers and don’t make excuses – they “own it”. If they own it (on the big stage and in the public forum in front of millions of people) then so can all of us on our own arena. Coach John Wooden said “The professional or the team that goes out and does their best is the winner“. It’s key to do your best in your work and if you have not done your best then you need to own up to it and be accountable and responsible for it. That is the only way that you can learn from it and do better next time.