Having clearly defined goals and tasks for each category that are key elements to you achieving your goals will also help you spot any weak areas that you will need to improve upon in order to increase your odds of winning.
How to Hold Yourself Accountable (And Make Bank Doing It)
Top salespeople are self-starters. But even self-motivated sales reps run into times where it’s hard to kick-start their own engines.
If you know what you want but are having a hard time staying committed to the game plan for achieving your goal, the answer is simple: You need to implement a system that will hold yourself accountable. I know, it doesn't sound fun but read on. It's not as bad as you think.
ac·count·a·ble - Required or expected to justify actions or decisions; responsible.
The keyword here is “justify”. That means you have to explain yourself to someone.
So how does this work in a sales environment?
Simple. Let’s say it’s your sales quota that’s the issue. You want to increase your odds of reaching it on a more consistent basis but you’re having a hard time staying motivated to do everything that’s necessary to achieve that goal.
Here’s what you do…
Step 1: Break up all the “selling activities” that you must do in order to hit your goal into specific categories such as:
* Objection Handling / Closing etc
And then be specific on what you must do / what your goals are on a daily / weekly basis for each category.
Minimum of X amount of new prospects per day
Minimum of X amount of first time calls per day
Minimum of X amount of follow-up calls per day
Step 2: Pick an authority figure above you that you will have to answer to (Think Sales Manager, VP of Sales or a Business Mentor)
Step 3: Meet once a week, preferable early Monday to go over each category.
The first time you meet you will want to go over what your goals are for each category for that week.
The second time you meet (and every time there after) you will first go over your previous week’s goals before moving on to what you hope to accomplish in the current week.
This is where the “justify” comes in. When you know you’re going to have a meeting to explain why or why you didn’t achieve your clearly defined goals & tasks, you will find that extra motivation to make sure you hit the mark. Plus having clearly defined objectives on a daily & weekly basis will act as a motivator in and of itself. We tend to do better when we see a clear step-by-step action plan laid out before us.
Extra Bonus: Having clearly defined goals and tasks for each category that are key elements to you achieving your goals will also help you spot any weak areas that you will need to improve upon in order to increase your odds of winning.
One last thing…In the prospecting example I gave above, it’s not just about “doing more” as in calls per day… that’s just a small piece of it.
But let’s say through these weekly accountability meetings we discover a problem in the objection-handling category… we can now put in a resolution to solving that problem. Think of it has fine tuning your engine in order to run at top performance. Hope you found this helpful.
- Are You Wasting Time Researching Your Prospects?
- Revealed: How to Identify and Get Rid of Call Reluctance
- How You Can Become a Highly Successful Salesperson
- Follow Up on Trade Show Leads the Right Way
- Boosting Your Sales One Cold Call at a Time
- Want More Sales Appointments? Follow These Simple Steps
- Why Your Sales Message is Missing the Mark
- Sales Tips: How to Get Through the Holiday Stall
- Stress Management Tip for Closing Sales
- Successful Prospecting Tips - What's Your Risk Tolerance?
- Prospects Not Calling You Back? Lead with this Statement...
- Overcoming the "I'm Not Interested" Email Rejection
- Sales Scripts or Sales Process? How Do You Score In Sales?
- Need Up-Selling Success? Craft a Better Question
- Analyzing Why Your Cold Call Emails Are Failing and How to Fix It
- Email Prospecting: What's In Your Subject Line?
- 3 Steps to Craft Winning Sales Presentations
- Why Your Cold Calls Are Failing
- Prospecting Without Pestering
- Voicemail Prospecting: Do You Know When Its Time To Move On?
- How to Improve Your Presentation To Close Ratio
- How much do you really need to know before making a sales call?
- 3 Lead Generating Sales Prospecting Solutions
- How To Reduce Sales Anxiety?
- Is Your Sales Pipeline Jammed?
- Are You Tired Of Second Place Proposals?
- Your Sales Message May Have An Opposite Effect
- How to Sell In A Competitive Market
- Why an Unreasonable Sales Quota is a Good Thing
- Think Like An Attorney, Close More Sales!
- Reaching New Sales Quotas for the New Year
- Sales Advice: Two Choices for a Successful Career
- Create a Win-Win Sales Solution During the Holidays
- Qualifying Leads and The Budget Question
- Selling Principles Over Tactics
- How Do You Deal With A Rejection Email?
- 3 Questions to Ask Yourself Before Starting a New Career
- Prospecting: "Not Wanting to Interrupt" Doesn't Fly With Me
- How Do You Manage "Talk Time" Selling Activities?
- Cold Calling? Here's One of the Corner Stones to Successful Inside Sales
- Getting Over the Objections and Graduating into a Sales Career
- Do You Have Cold Call Anxiety?
- Understanding Voicemail Strategies that Increase Your Callbacks
- Do You Have the Right Approach with Prospecting on LinkedIn?
- How Do You Attempt A Follow-Up Call?
- Here's a Tip to Get Through the Gatekeeper
- 3 Steps Towards Making Yearly Sales Targets
- What Happens When a Prospect Misses Your Incentive Deadline?
- How to Become a Top Salesperson
- Prospecting Sales Strategy: Sales Lessons from Celebrity Apprentice
- "If You Don't Like the Answer, Ask a Better Question!"
- Improve Your Prospecting Skills: Are You Emailing First or Calling First?
- Opening Value Statements that can Lead to Failure!
- Sales Goals: Easy Changes Lead to Big Results
- Reach Your Full Potential this New Year and Have Record-Breaking Success
- Help Your Prospects Get What They Want During The Holidays
- Salespeople and The Moment of Doubt
- Learn to Make Positive Progress Selling During Desperate Times
- Voicemail Mistakes: Why Prospects Hit the Delete Button
- Helping Salespeople Reach the Next Level
- The Reason Why Your Sales Tips Are Failing
- Do You Really Know How to Separate Yourself From the Competition?
- Techniques to Improve Your Pipeline and Produce New Business
- Are You Solving Your Prospects Problems?
- How Do You Know If A Prospect Wants To Become A Client?
- Best Practices to Deal With Nosy Receptionists
- How to Limit Social Selling And Keep Your Pipeline Full
- Tips for a Better Sales Call - Do This, Not That!
- The Key Ingredient to BIGGER Commission Checks
- Cold Calling: Three Opening Statement Mistakes
- The Probability Gene - Nothing Happens Until Something Moves
- Customers or Advocates?
- 8 Essential Tips on How to Make A Perfect Follow Up Call
- 5 Closing Questions You Must Be Asking
- Seven Voice Mail Scripts You Must Have!
- How to Submit an Article on Sales Gravy
- List of Blockbuster Movies for TEAM Building
- Forget Closing The Deal | Get The Appointment!
- What Not To Do On a Cold Call eMail
- 5 Secrets to Effective Email
- Confirming Sales Appointments: Are You Asking For The Cancellation?
- The Art of Effective Follow up
- Is Cold Calling Effective: Calculating the Present, Future and Net Value of a Prospect
- Don't Bring a Knife to a Gun Fight
- The 5 Best Openings
- I Just Called to See How Things are Going
- The Powerful Sales Person