Throughout history, few feats of engineering have stood the test of time quite like the structures of the Roman Empire. Their mastery of construction, particularly with arches, has left behind a legacy that still amazes us today. Many of their buildings, such as aqueducts, amphitheatres and the Pantheon, have withstood the elements and the passing of nearly 2,000 years. The Pantheon, for instance, remains the world’s largest unreinforced concrete dome, an enduring testament to the Romans’ commitment to precision and quality.
One of the key factors behind the durability of Roman structures was the engineers’ unwavering commitment to accountability. These ancient professionals took immense pride in their work, often demonstrating complete confidence in their creations. Upon completing an arch, for example, the lead engineer would stand directly under it once the scaffolding was removed, trusting fully that it would not collapse. This level of assurance in their work was not just a reflection of their technical skill but of their deep sense of personal responsibility. The Romans knew that their reputation depended on the promises they made – and they honoured those promises with absolute dedication.
In many ways, what a sales management course teaches sales professionals today is not so different. Salespeople must make promises to themselves, their clients and their companies, and they must be accountable for delivering on those promises. The ability to keep these promises is what separates the successful from the struggling. It’s easy to make commitments, whether it’s promising to follow up with a client or to achieve a specific sales target, but it’s much harder to maintain the discipline and focus necessary to follow through.
Take, for example, the promises we make to ourselves. How often do we commit to something simple, like drinking more water each day, only to forget about it by the afternoon? We start with the best intentions, but as the day goes on, we get distracted or simply fall back into old habits. It’s a reflection of a larger challenge we all face: the temptation to break our own promises when no one is watching. These small commitments may seem insignificant, but they add up.
For salespeople, this tendency can be particularly harmful. Often, we make commitments to ourselves, such as making an extra sales call or hitting a specific target, but life gets in the way. Distractions, procrastination and lack of focus can quickly derail even the best-laid plans. This cycle of broken promises can lead to a lack of momentum, missed opportunities, and a failure to reach full potential. As our sales management course would teach us, salespeople who consistently break their promises to themselves are far less likely to succeed in the long run.
The key to overcoming this cycle of broken promises is recognising these moments not as failures but as opportunities for growth. Instead of beating yourself up over missed commitments, use them as a chance to reflect and recalibrate. Just as the Roman engineers would have learned from their mistakes, modern salespeople can learn from their slip-ups and adapt their approach. Success in sales doesn’t come from never failing; it comes from learning how to bounce back and stay on track when things don’t go as planned.
To do this, it’s crucial to establish systems that support accountability. This can be as simple as setting clear, measurable goals for yourself and tracking your progress regularly. For instance, if you promise yourself to make a certain number of calls each day, make sure you follow through. If you don’t, take the time to understand why. Was it a lack of time? Poor time management? A loss of motivation? Identifying the root causes of your broken promises allows you to address the underlying issues and take proactive steps to improve.
Accountability isn’t just about hitting sales targets or achieving numbers. It’s about personal growth and ensuring that your actions align with the promises you make, both to others and to yourself. This is where true success lies: in the discipline and consistency to meet your goals, even when things get tough. Sales professionals who build strong, sustainable habits of accountability are more likely to experience long-term success and satisfaction in their careers.
So, ask yourself: how accountable are you to your own promises? It’s easy to get caught up in the pressure to meet external targets, but the real challenge – and the real reward – comes from staying true to your personal goals. By doing so, you’ll not only become a more effective salesperson, but you’ll also build the kind of trust and reputation that lasts, just like the Roman structures that continue to stand tall today. Contact us today for a sales management course that’ll help you build your own Roman empire.
