Performance Accountability – A Behavior of World-Class Sales Performers

If a taxi driver delivers excellent services, then you are a lucky person. In case your taxi driver also helps you out with coins that were part of his tip just to make sure you can pick up a baggage cart and catch your flight – then you have a taxi driver who cared more about your outcome than about his own. That’s one aspect of performance accountability.

Performance Accountability—a behavior of world-class sales performers

The 2014 MHI Global Sales Best Practices Study identified three individual behaviors that drive world-class sales performance. One of them is performance accountability. World -Class Sales Organizations set themselves apart in many ways. One example for performance accountability is their ability to align their sales performance metrics with their business objectives. It sounds obvious, but our data show – in a consistent way over the last four years – that this is a very significant differentiator between world class and all respondents. Now, how does performance accountability look like for a salesperson? Let’s look at a few criteria:

Accountability for the customers’ success

First and foremost, world-class sales performers hold themselves accountable for their customers’ success. They know that the customers’ success is the foundation of their own success. They own the customer’s expected outcome that was part of the solution they have sold. They do everything they can to make sure the expected value is achieved or overachieved. World-class sales performers hold themselves accountable along the entire customer’s journey. There is no walking away after a deal is closed, just as the taxi driver didn’t walk away.

Accountability for own performance

World-class sales performers are focused on results. They don’t accept excuses. They know that focus and energy create movement, and they use their time wisely. They hold themselves accountable to the standards and expectations set by their frontline sales manager (FSM). They recognize that their FSM relies on timely and accurate business updates. They deliver on forecast commitments and maintain current and accurate funnel data. That’s why they are always prepared for opportunity reviews.

Professionalism

World-class sales performers are professionals to the core. They show up every day. They practice hard. They always try to become better. And they demand continuous coaching from their sales manager to leverage their full potential. They are committed to mastering various sales techniques, they are courageous, creative and they take risks – even in the face of fear. They reflect their practice all the time, and they learn even when they lose. Even if they lose the deal, they gain experience. Last but not least, they collaborate: they share best practices, they love to learn from others, and they are well respected by other world-class sales professionals.

Looking for more interesting data on world-class sales performance?

3 Comments

  1. “World-class sales performers are professionals to the core. They show up every day. They practice hard. They always try to become better. And they demand continuous coaching from their sales manager to leverage their full potential. They are committed to mastering various sales techniques, they are courageous, creative and they take risks – even in the face of fear. They reflect their practice all the time, and they learn even when they lose. Even if they lose the deal, they gain experience. Last but not least, they collaborate: they share best practices, they love to learn from others, and they are well respected by other world-class sales professionals.”

    And, sometimes, perhaps even often, the opposite is true:
    They take time off, the don’t show for practice, they don’t try hard,
    they could not care less about coaching or performance improvement.

    They avoid risks, and focus on sure things.
    And, last but not least, they fail to collaborate!

    In fact many Top Sales Performers have a great deal in common with
    Football Superstars!

    And, that is what makes working with Core Salespeople so important,
    and learning how to manage, motivate and focus Top Performers essential.

  2. Very true. As entreprenuers, we should strive to achieve higher performance accountability ..not only to ourselves but influencing also our employees and co workers.

Trackbacks/Pingbacks

  1. More On Performance Accountability – The Sales Manager’s View | Sales Enablement Perspectives - [...] that drive world-class sales performance. One of them is performance accountability. Click here to see what performance accountability means…
  2. Top 52 Blogs on Sales Efficiency - Smart Document Management Software - [...] Performance Accountability – A Behavior of World-Class Sales Performers [...]

Submit a Comment