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How Accountability Groups Can Teach Us to be Better Salespeople

While accountability groups are usually tied to matters of spirituality, they can also be used as tools for becoming more effective salespeople. Accountability groups promote open communication, honesty, encouragement, and friendship—all qualities that can be used in sales. It also prevents you from undertaking activities that will lead to negative outcomes. What sales pursuit wouldn't benefit from this type of focus?

Here's an example of how to use this concept to improve sales:

John was a fledgling salesperson at a 100 person software development firm. Weekly pipeline review sessions with the sales team showed John falling behind the rest of the team. John was in constant fear of losing his job.

John’s manager, Tim, kept him after the session one week to discuss the challenges John was having with his sales. Tim proposed a radical change to how John approached his job.

Tim had spent years in an accountability group at his church and suggested using the philosophy to improve John’s confidence in his sales pursuits.

Tim partnered John with Fred, a more established salesperson who also had experience with accountability groups. Their only instructions were to apply accountability standards to their sales efforts. Beyond that, Tim let them outline their own structure for their interactions. In three months, John’s performance had improved so much that he was leading his team both in sales closed, as well as pipeline size.

How did this happen? Simple. John and Fred created a plan to sit together for one hour every week. They discussed their various pursuits, conversations they had with their clients, and challenges they encountered. The process included regular communication and complete honesty.

John and Fred became focused on using these traits in their client interactions, and both men experienced more positive interactions as a result. Through Fred’s ongoing encouragement and friendship, John’s confidence also rose. This improved John's decision making and kept him from returning to bad habits that used to end in negative results.

Why not give this structure a try? Find a partner on your team and agree to dedicate yourselves to the principles of regular interactions with honesty, open communications and encouragement. You'll enjoy the results of aligned success.

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