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2nd of the Top 10 Kurlan Sales Management Functions
| Guest post by: Dave Kurlan |
Article Overview: This is the 2nd in the series of the 10 Kurlan Sales Management Functions. #1 - ACCOUNTABILITY In its simplest form, sales accountability consists of the following: * Holding salespeople accountable to something measurable - metrics - on a daily basis * Being more demanding - being firmer and tougher * Eliminating Excuse Making - people take responsibility for their results More...
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Free Download - Sales Courage and Resilience By Dave Kurlan |
2nd of the Top 10 Kurlan Sales Management Functions
This is the 2nd in the series of the 10 Kurlan Sales Management Functions.
#1 - ACCOUNTABILITY
In its simplest form, sales accountability consists of the following:
* Holding salespeople accountable to something measurable - metrics - on a daily basis
* Being more demanding - being firmer and tougher
* Eliminating Excuse Making - people take responsibility for their results
* No more under achieving - everyone achieves and over achieves or else...
Here's a video of me discussing Excuse Making...
Accountability is an ongoing function and takes place on the following time line:
* in a daily huddle
* no more than 5-10 minutes
* with your entire team (in person or by teleconference)
* using the power of peer pressure
* everyone reports on the metrics on which they are being held accountable (it isn't necessary for everyone to be reporting on the same metrics)
Yesterday, on this week's edition of Meet the Sales Experts, my guest, Bob Waks, not only talked about passion and commitment, but his theme throughout the show was on building strong processes and systems and using them to hold people accountable. Click here to contact Bob.
I have written on accountability before.
Read this article to learn how you can quickly change behavior by using my four-step accountability method.
Read this article for a case history of a client using accountability to change performance.
This article illustrates where in the sales process accountability must be used.
Read this article for an example of executive excuse-making for not using accountability.
Read this article to see how much time sales managers are spending on accountability (hint - not enough!).
This article discusses the role of accountability in why new salespeople fail.
And finally, read this article to understand the importance of accountability in the context of training, coaching and development.
If you are going to focus on just one of the 10 Kurlan Sales Management Functions and hope to realize an improvement in sales, Accountability is the single function that will help you accomplish it.
Top 10 Kurlan Sales Management Functions - What's Missing?
7th of the 10 Kurlan Sales Management Functions
10th of the Top 10 Kurlan Sales Management Functions
5th of the Top 10 Kurlan Sales Management Functions
4th of the Top 10 Kurlan Sales Management Functions
Article Tags: accountability, allowscriptaccess, amp, daily basis, entire team, excuse, hl en, huddle, management functions, metrics, param name, peer pressure, sales management, salespeople, simplest form, target, time line, type application, www youtube, x shockwave flash
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Visual Pipeline Salesperson Selection Predict Sales Turnover |
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- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Seek Venture Capital & Funding
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Greetings from India.
I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample.
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Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc.
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No B.S. Time Management
- A great book I read on Time Management is No B.S. Time Management for Entrepreneurs by Dan Kennedy.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
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