While the concept of Accountability Groups/Partners is usually linked to matters of spirituality and remaining aligned with the Biblical principles, it can also provide us insights into being more effective sales people. Think about it, accountability promotes open communications, honesty, encouragement and friendship. Additionally, accountability also protects against undertaking activities that are either wrong, or will lead to negative outcomes. What sales pursuit would not benefit from this type of focus?
John Canard was a fledgling salesperson within a 100 person software development firm. Weekly pipeline review sessions with the rest of the sales team always featured John trailing the rest of the team, which subsequently kept him in constant fear of losing his job. Following one weekly pipeline review session, John’s manager, Tim, kept him after the meeting to discuss the challenges John was having with his sales. Tim proposed something radical to how John approached his job. Having spent years involved in an Accountability Group through his church, Tim proposed taking the same philosophy to try and improve John’s confidence in his sales pursuits.
Tim partnered John with Fred Winchester, a more established salesperson, who Tim knew also had experience with Accountability Groups. With the simple instructions for John and Fred to apply Accountability standards to their sales efforts, he allowed the two the ability to outline their own structure for their interactions. Within three months, John’s performance had improved to the point that he now leads his sales team both in sales closed, as well as pipeline size.
How did this happen? Simple, John and Fred set out a plan to sit together for one hour, each week. During that time, they discussed their various pursuits, but more importantly, what communications they were having with their clients, challenges being encountered, and expressing a lack of fear to ask for help. Dedicated to a process where communication was occurring on a regular basis, with the number one rule being honesty, no matter the news/outcome, John and Fred quickly became focused on extending these traits to their interactions with their clients. This, in turn, positively impacted the interactions each of the men was having with their clients. Through Fred’s ongoing encouragement and friendship, John’s confidence also rose. This confidence resulted in better decision making on John’s part, keeping him from falling into bad habits that used to end with negative results.
Why not give this structure a try? Simply find a partner within your team, and then agree to dedicate yourselves to the principles of regular interactions where honesty, open communications and encouragement are the norm, and enjoy the results of aligned success.