Accountability can often have a negative connotation, especially when misapplied in the sales organization as punishment. The most productive sales performers are not motivated by fear and creating a culture of negativity stifles trust, teamwork and creativity. However, when the overall team shares a common sense of purpose and shared responsibility to each other, accountability can have a dramatic impact on sales performance. At Growth Sigma, we recognize the importance of establishing a clear definition for “what good looks like.” Beyond expecting transparency into progress against goals, sellers rightly demand that the entire organization is out to enable their success in driving growth for the business. Establishing a sales rhythm and cadence is critical for sales leadership to understand where to invest and divest a limited set of resources across the pipeline.
“When people feel accountable and included, it is more fun ”
Common Challenges
•Disconnect between strategy and execution: sales shelf-ware not integrated into sales execution
•Accountability for action: lack of shared accountability to agreed upon actions which progress sales cycle
•Sales culture: Lack transparency into team/individual performance inhibits performance-based sales culture
Advisory Accelerators
•Sales Cadence Framework
•KPI Cascade
Sprint Objectives
•Develop the timing and format of a common sales cadence across territory, account and opportunity management
•Develop a performance management framework to measure and manage progress
•Determine data requirements and develop project plan to build CRM reports / dashboards
Metrics Impacted
•Quota attainment
•Sales cycle time
Talent retention rate
Click here for a sample artifact in the Pacing Sprint