Accountability Archives - The Sales Evangelist

Category Archives for Accountability

Leadership, Accountability, Trust, The Sales Evangelist

TSE 1151: Respected Leadership Traits

Leadership, Accountability, Trust, The Sales EvangelistEvery person in every industry can improve a little bit every day by focusing on self-improvement and developing respected leadership traits. Whether you’re a seller, a sales leader, or someone who isn’t even involved in sales, you’ll likely find yourself responsible for guiding people and helping them succeed. 

Luis Weger works with a startup focused on changing the medical construction industry and serves as an offer in the Army Reserves. He recently launched a company called “Self: Reinvented” designed to help others discover their purpose and passion and enhance their resiliency.

He believes that anyone can develop their leadership skills, even those who seem to be natural-born leaders. 

2 ACT

He developed a phrase to help people remember the important aspects of leadership. Leaders must remember 2 ACT. Each letter in the acronym represents two concepts. 

A = Aware and Accountable

C = Competent and Confident

T = Trusting and Trustworthy. 

From his experience leading people, training people, and working with clients, leaders must have these six attributes in order to lead well. It’s especially true in the sales profession. 

Aware and Accountable

Every military leader learns situational awareness because it’s vital in foreign countries. You cannot operate in enemy territory without knowing what’s going on around you. 

In business, this refers to knowing what’s going on around you. It also refers to emotional awareness. 

  • Are you in tune with the people around you? 
  • Do you know what’s happening within the company you represent?
  • Do you understand what your client needs? 
  • Are you tracking changes in the industry you’re in?

Industries change constantly, from rules and regulations to policies and procedures. You must stay aware of the changes that are taking place. 

Leaders who live under a rock won’t be leaders very long. You cannot ignore the realities in which you operate because if no one’s following you, you aren’t truly a leader. 

Luis was recently invited to change military units, and he discovered just prior to the transition that there was only one other officer in the unit. That meant that he and the commander were responsible for all 50 soldiers. No one told him that ahead of time, but because he was aware, he picked up on the situation and made an informed decision.

Accountability is also vitally important in the sales industry. 

Being a sales leader means taking accountability for the performance of your team. Don’t pass the blame. Share the credit wherever you can and take ownership of mistakes. 

Leaders guide and protect their team members. They sit down behind-the-scenes with their team members and acknowledge the things that went wrong. Then they help them correct those problems. 

Competence and Confidence

Luis points to the book The Speed of Trust by Stephen M.R. Covey as one of his favorites. When you’re in the sales profession, your clients look to you as an expert. You represent the perfect solution to your client’s problem.

If you have ever sat across the table from a person who doesn’t truly understand the industry he is selling in, you recognize the importance of competence. No one expects you to be an expert in everything. In fact, companies recruit fresh blood all the time. It’s one thing to bring a new perspective in the form of someone who is learning and quite another thing to recruit someone who is incompetent. 

In the military, lieutenants who come right out of college outrank noncommissioned officers who have been in the military for 20 years. They don’t really know much about the military because they are fresh out of school. How do you lead people who have 20 years more experience than you do? 

You don’t have the same knowledge and skills they do, so how do you reflect competence? You reflect a desire to become competent. Like CEOs, you don’t have to be the smartest person in the room; you simply surround yourself with smart people. 

Build a network. Demonstrate humility. Show people around you that you aren’t the greatest but that you’re seeking help to get better. 

Then demonstrate that you’re comfortable leading. Luis knows leaders who are in charge by title but they don’t want to be there. Confidence doesn’t mean feeling 100 percent all the time. It simply demands that you have the right frame of mind. 

So what

Luis developed a technique he calls “so what?” 

  • “So what if I mess up on my speech?”
  • “So what if I say something unplanned on The Sales Evangelist?”
  • “So what if I don’t close this sale today?” 
  • “So what if someone sees me make a mistake today?”

The point isn’t to minimize consequences. We’re reminding ourselves that it’s ok to be human and to be imperfect. When you get beyond the discomfort that comes from the fear of failure, that’s true confidence. It’s about managing fear and putting fear in its proper perspective. People will be more attracted to you because they’ll see you as a real person. 

Trusting and Trustworthy

Luis recalls hearing a CEO talk about the need to be trusting and trustworthy. You must trust in the skills and training of those who lead as well as those you are leading. If you try to micromanage everyone around you, you’ll burn out. 

Ask yourself whether those people have developed the skills, knowledge, and training to allow you to trust them. You don’t have to trust them right out of the gate because you don’t know what they’re bringing to the table. So what do you have to do to get to the point where you can trust them? Invest in them. Make sure they are trained, led, and managed in a healthy way. If you find that you can’t trust them, ask yourself why. What is it about that person that makes it difficult to trust him? 

Fix the issue if you can. If you can’t, you may have to consider how to move forward.

Perhaps more importantly, be trustworthy. Be a man or woman of your word. Even the smallest failures to do what you said you’d do cause your trustworthiness to be depleted. 

Lack of trust undermines any other attribute you bring to the table. 

Who’s following

If no one is following you as a leader, consider whether you’re truly leading. You may hold the title of leader, but are people willing to follow you into battle. 

As a sales professional, you’re a mentor and trainer and you have capabilities and competencies, but are people willing to follow your advice? Will they do what you ask? 

Be humble and be human. Move beyond the perfect image. Everyone brings something to the table, and you can learn from everyone around you. 

“Respected Leadership Traits” episode resources

You can connect with Luis at selfreinvented.com. He enjoys helping people succeed and sharing his own leadership experiences. 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program or free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. 

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Tracking Sales, Planning, Performance, Prospecting

TSE 992: If You Are Not Tracking Your Performance You Are Losing!

Tracking Sales, Planning, Performance, ProspectingTracking your performance and setting measurable goals will help you perform better as a sales rep. We can optimize our performance if we calculate our daily output to help us fine-tune our work.

Sales professionals are competitive creatures by nature, whether we’re competing against others or against ourselves.

When performance is measured, performance improves. When performance is measured and reported, the rate of performance accelerates.  

Potential

I participated in a leadership retreat in college and the speaker asked me to participate in a demonstration by jumping as far as I could. She then measured the distance and asked me to jump again to see if I could beat my original effort.

Turns out I did, because I had a measurable goal.

If I hadn’t measured my first attempt, I wouldn’t have known whether my second attempt was better. As a sales professional, you’ll benefit if you measure your activity on a daily basis.

Optimization

You’re probably already planning some of your work: prospecting, phone calls, LinkedIn contacts, and those efforts are all great. But in order to optimize, now you must measure those efforts.

If you’re making phone calls, what are you measuring?

  • Are you measuring the number of calls?
  • Are you measuring the number of appointments you’re setting based upon phone calls?

Start writing down and measuring your key indicators.

If you’re measuring LinkedIn activity, what are you measuring?

  • Are you measuring the number of connections you can make?
  • Are you measuring the people who replay to your conversations?

Develop key indicators or key performance metrics that you can measure on a daily basis.

Trends

When you measure those numbers, you’ll begin to notice trends.

You might notice that you set more appointments on Wednesday and Thursday than on Monday and Friday. You may discover that you successfully connect with more people on LinkedIn on Tuesdays.

This effort may sound like a lot of work, and some of you may think you can’t possibly find the time. Realize that top performers in every industry are measuring and optimizing their efforts. That’s how they improve.

Coaching

That’s also where coaching comes into play.

Now imagine you’re measuring these numbers and your performances while you’re being coached. You’re going to quickly discover that you’re improving quickly.

The problem is that we often get comfortable with our performance level. We settle for an acceptable amount of production and we accept it as our best.

You may recognize this mindset as, “This is how I’ve prospected for years, so I’m going to stick with this format.”

Challenge that thinking. Perhaps you’ll work with a manager or a sales leader or even the CEO. Accountability will make you even more effective.

Strategy

When I’m collaborating or sharing with someone else, I may discover different strategies that are working for other sellers.

The danger is in thinking that you can’t learn from others or believing that you already have all the answers. You won’t increase or improve or progress.

When I started writing down day-to-day performance, I wasn’t competing against my team. I was competing against my previous performance.

I started closing more deals because I listened to my podcast guests and got beyond my weaknesses. Then, I read books and got better insights. Really, though, I improved simply because I was conscious of my efforts.

This year was our best ever, and we haven’t even fully optimized our tracking and measuring.

Tracking your performance makes a huge difference.

Planning

Send me an email if you’d like to see what I’m doing and how I’m scheduling my day.

I use a planner and a Gmail calendar. I list tasks and color code them to differentiate different activities. If you’re wondering, I use green for money-generating activities.

I use a different color for admin tasks so I can visually see how my day looks.

At the end of the day I ask myself four questions:

  • Did I meet my goals today?
  • What could I have done differently?
  • What was my biggest win today?
  • How will tomorrow look?

I’m no genius, but it’s working for me, and I want to challenge you to do it as well.

“Tracking Your Performance” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Donald Kelly, Planning, Distractions, Sales Podcast

TSE 977: Stop Unnecessary Distractions

 

Donald Kelly, Planning, Distractions, Sales PodcastMany of the activities in our day don’t actually help us close more deals. We’re busy doing things, but they aren’t moving our deals forward.

Today we’ll talk about the things that distract us as sales reps, and how we can stop unnecessary distractions that are actually hindering our efforts.

Distractions

Email is a necessary part of our sales efforts but spending time cleaning up our email isn’t an effective use of our time.

If this were a football game, you wouldn’t be in the locker room trying to learn plays. Once the game starts, you’ll spend your time trying to advance the ball and score.

So why do we spend our time at work doing things that aren’t conducive to closing deals? [4:30]

Very often, we are hesitant to do the things that we really need to do. We don’t want to make cold calls or try to upsell our existing customers.

Record your activity

Spend an entire week writing down all your activity and the amount of time you spend on it. [5:14]

If you go to the kitchen to get a drink, write it down. If you talk with other team members, write that down and record how long it takes.

Record all of your activities: email, updating CRM, creating proposals and attending meetings. Write down how long you spend on planning and social media.

If you get sidetracked by your cell phone, write it down, and write the time next to it.

As you do this over the course of a week, you’ll begin to see trends in your daily activity.

Analyze your activity

Now look at your activity and figure out which steps actually contribute to your closing deals. [6:46]

Be honest about your activity and look for places that you can use your time better. Could you take a shorter lunch break a couple of days a week to create more time for sales activity?

Score every activity on a scale of 1 to 3: 1’s are things that don’t help you close deals, while 3’s are things that contribute greatly to your closings. You can even use a 1 to 5 scale if that works better for you.

Find the activities that aren’t helping you close deals and pay attention to the amount of time you spend on those activities.

Redirect your time

Once you’ve identified the things that aren’t helping your efforts, figure out how that time spent cleaning out your email can be better used.

Over time, these small amounts of time add up to hours that we could be using to focus on something productive. [9:13] Instead of checking ESPN, I could reach out to a prospect on LinkedIn.

Eliminate tasks that you don’t need to do. Ask for accountability from your manager or your coworkers. Use apps that prevent you from accessing distracting websites.

Intentionally focus on those activities that scored higher on your list. Outsource those activities that bog you down.

Uncomplicate things

Eliminate things that keep you from being the very best seller you can be. [11:41]

  1. Audit your time to see how you’re spending it.
  2. Rate your activities and eliminate unnecessary tasks.
  3. Hyperfocus on the important activities.

This will change your business and your personal life when you implement it.

“Unnecessary Distractions” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Donald Kelly, Accountability, Sales Podcast

TSE 737: The Number One Reason Your New Year’s Resolution Will Fail

Donald Kelly, Accountability, Sales Podcast

It not unusual for people to make their New Year’s resolution. They jumpstart the year right and then towards the middle through the end of the year, the enthusiasm they had at the start of the year starts to dwindle and they’re back to their old habits.

We all have done it – falling short of accomplishing our goals. But if we do the same thing over and over, we will get the same result.

You need to do something different to get different results.

But the key what we are missing is accountability.

Accountability

If you told someone your goal, the likelihood of you accomplishing that goal increases significantly.

Get an accountability partner. Find one or two individuals that have similar goals as you have and ask them to keep you accountable.

Have them follow up with you to see if you have accomplished that goal.

Mastermind is a perfect environment to have others push you along.

Breaking Down Goals at a Granular Level

Set short-term goals. Start at granular levels. How are you going to accomplish your goals? What do you need to do each quarter? And just focus on one quarter at a time.

Instead of focusing on the sale, just focus on the next thing. Just focus on what you need to do to get you to the next level – whether that’s to make a call or send an email.

Break down your goals further to granular levels – number of calls you need to make, number of appointments, etc. Once you’ve accomplished that small goal, you’re ready to move on to the next.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Accountability, Sales Leader, Donald Kelly, The Best Sales Podcast

TSE 425: TSE Hustler’s League-“Accountability”

Accountability, Sales Leader, Donald Kelly, The Best Sales PodcastDo you work from home? Are you in a silo? Do you work by yourself? Or are you in the field selling on your own? Listen to this episode as I share some strategies that you can apply that will help you stay competitive even when you’re alone.

How to stay competitive effectively even when you’re selling by yourself:

 

  1. Accountability

Have personal goals and share them with your leader or someone in your group to hold you accountable. Having that sense of accountability encourages you to do it.

  1. Competition

Go to meetings where other sellers are. Having someone in your organization to compete with motivates you to push yourself.

  1. Join the TSE Hustler’s League

Every week, we get together and work to help improve ourselves. For this semester, we’re focusing on prospecting. Check out the www.thesalesevangelist.com/hustlers to see a syllabus of what we’re going to be covering.

What are the awesome things you’re getting from this group:

  • Training from me and guest experts
  • Community
  • You will have an accountability partner where you set goals after each session and your partner makes sure that you accomplish your goals in the same manner that your job is to make sure they accomplish their goals. (And you have me to hold yourself accountable too)

Today’s Major Takeaway:

Make yourself perform better by giving yourself accountability and joining a group like the TSE Hustler’s League. Or get someone that can keep you accountable. Without accountability, you’ll stay at a mediocre level. Get accountability in place. Set goals. Compete in a healthy competition.

Episode Resources:

TSE Hustler’s League

Tired of showing your customers plain, old slide decks? Make a powerful, interactive presentation with Prezi Business that your customers will enjoy and remember. Just go to www.prezi.com/TSE to get a full demonstration.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Register Today! 

Sales Training, Donald Kelly ,The Best Sales Podcast, Sales Management

TSE 347: Stop Lying To Yourself!

Sales Training, Donald Kelly ,The Best Sales Podcast, Sales Management As we celebrate Independence Day, now is also the perfect time to finally stop lying to yourself so you can be free from your false beliefs.

Now what separates great, successful salespeople from those who are not? What I realized is that we have the tendency to lie to ourselves as sellers.

 

  • I don’t need to do all the planning.
  • I don’t need to get the improvement I need.
  • I don’t need to review the things I’ve already learned.
  • Marketing is giving us crappy leads (then you blame the website and then the territory, and then the management)

 

So you basically blame everyone except yourself. You lie to yourself, telling yourself that you’re not the issue. Well, it may be a hard pill to swallow but the problem is probably you. You’re probably not doing the things you need to do.

Reasons for lying to yourself:

  1. Complacency
  2. No strong “why” or purpose
  3. Lack of passion
  4. Lack of belief in your company or product

So I want you to ask yourself the following questions with all humility and honesty:

  • Why are you doing this? Why are you here?
  • Are you lying to yourself?
  • Do you know that you’re not selling because of…?

Stop believing your own lies because you are better than that. And if you’ve never been to this place yet, then don’t even go that route. Take control of the situation. Make the best of this. Hustle, hustle, hustle and you will see results.

Coach people on your team and help motivate them. Help them rediscover their why where they felt their meaning and excitement.

Today is Independence Day. This is YOUR independence day!

Episode Resources:

Kevin Kruse’s 15 Secrets Successful Know About Time Management

Keith Rosen’s Coaching Salespeople into Sales Champions

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today For ONLY $1.00! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly