Sales Coaching: The importance of accountability

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Sales is not just about making a pitch, closing a deal, and moving on. It is a continuous process of building relationships with the customer, fulfilling their needs and creating value. Sales coaching plays a vital role in developing these skills and bringing out the sales potential in an individual. But what is often overlooked is the importance of accountability and keeping promises. In this Sales Coaching article, we discuss why accountability and keeping promises are critical for sales gurus, and how you can develop these qualities to become a successful salesperson.

Accountability is the cornerstone of any sales professional’s success. When you make a commitment to your customer, you are accountable for delivering on it. The same applies to your sales targets, pipeline, activity, mindset and motivation. You cannot achieve success in sales without being accountable for these aspects.

One of the primary reasons why accountability is so crucial in sales is because it builds trust and credibility with the customer. When a customer sees that you’re delivering on your promises consistently, they’re more likely to trust you with their business. It creates a long-term relationship that benefits both parties.

On the other hand, failing to keep your promises can have severe consequences. It can damage your credibility, reputation and relationship with the customer. It can also lead to missed opportunities, lost sales and a decline in your performance. As a sales guru, you cannot afford to break promises.

To build accountability, you need to start by setting realistic goals and targets. These should be specific, measurable and achievable. You should also define your sales pipeline and activity goals. Once you have these in place, you need to track your progress regularly. Use a CRM or a spreadsheet to keep track of your sales activities. Make sure that you know exactly how you’re performing at any given moment.

Another critical aspect of accountability is keeping your promises to yourself. As a sales guru, you may often make promises to yourself about your performance, goals and habits. These can range from daily prospecting targets to long-term career goals. If you’re not accountable to yourself, you’ll never be accountable to anyone else.

One way to develop accountability is by working with a sales coach or mentor. They can help you set realistic goals, track your progress and hold you accountable for your results. They can also provide feedback, support and guidance when you need it. If you’re not sure where to start, try reading some articles on the topics you struggle with. Alternatively join a live event or keynote event to find the coaching you need to push your sales career to new heights.

In conclusion, accountability and keeping promises are essential qualities for any sales guru. These qualities help build trust, credibility and long-term relationships with customers. They also enable you to perform at your best and achieve your goals. To develop these qualities, you need to set realistic goals, track your progress and hold yourself accountable. And if you need help, don’t hesitate to work with a sales coach or mentor. Remember, your promises are your word, and your word is your reputation. So, make sure that you keep your promises and build a successful career in sales.

“Eventually we all have to accept full and total responsibility for our actions, everything we have done, and have not done.” – Hubert Selby Jr.

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