Holding folks accountable is hard.
It’s a must to be robust and typically even be a jerk, proper?
As a lot as I really like a great Anakin & Padme meme, that isn’t true.
It is unclear the place gross sales managers realized that accountability was an “either-or” state of affairs. You are a big-time jerk to your salespeople otherwise you’re a push-over who lets them get away with something. Being a supervisor will not be a black-n-white world. It is usually a world of grey tones, the place judgment and other people acumen comes into play.
One of many ideas that we educate in our administration workshop, “Expertise Targeted Administration“, is that you shouldn’t deal with each salesperson the identical. You need to deal with all of them otherwise, once we say otherwise; we don’t imply that you just deal with some pretty and others unfairly. We imply that it is best to tailor your administration actions to the person abilities, expertise, and expertise of every rep.
You continue to must have a set of tips that can assist hold your staff accountable whereas being truthful within the course of.
3 Methods to Maintain Salespeople Accountable (And Not be a Jerk)
1. Set Clear Expectations
The important thing to holding a salesman accountable is setting clear expectations. It is arduous to satisfy expectations when they don’t seem to be communicated clearly and upfront to your staff.
Each particular person in your staff mustn’t solely know the requirements and expectations but additionally why they’re vital to them and the group. Tying expectations to outcomes is a vital step in getting your salespeople to “purchase in” to the method. Finally, we would like your gross sales staff to personal their efficiency.
2. Be Constant
Consistency will show you how to from being a jerk. Should you persistently speak to your reps about the identical objectives, requirements, and expectations each week, then they may understand how your weekly 1-on-1 conferences will go.
Try to be speaking about the identical, boring metrics each week. This consistency will reveal the significance of the KPIs and main indicators to their success and general staff efficiency. It is going to additionally show you how to from going off on tangents the place you may shift into “jerk mode.”
3. Present Assist
Holding your salespeople accountable is simple when they’re high performers who all the time hit their budgets and meet expectations.
It will get robust when you’re working with a struggling rep.
One solution to keep away from the “jerk mode” is to supply assist, sources, and options in order that they’ll enhance their efficiency and meet your expectations. Do not simply sit in your ivory tower and yell down at them. Leap off your seat, get into the trenches, and brainstorm ways in which they’ll enhance their exercise, appointments, and closes.
Utilizing these three easy tips when you’re holding your salespeople accountable will show you how to get higher efficiency out of them, but additionally forestall you from shifting into “jerk mode.”