by Tim Roberts
The gravitational field that binds a strong sales organization is accountability. Any physicist worth their salt can tell you that without the pull of accountability, salespeople would fly chaotically through their territory randomly smashing into prospects and other weak-force salespeople hurtling all in to the vacuum of deep space. Understanding the hold, or lack thereof, that accountability has on your selling efforts is paramount.
Unfortunately, an earnest discussion of accountability is about as riveting as an earnest discussion of particle physics--it’s only for certain types of people. In sales, those types of people are called owners, presidents, CEOs and sales managers. Oh, and top performing salespeople.
We have no world without gravity. Salespeople have no chance without accountability. An understanding of the force of gravity eluded humans for a long, long time yet is obvious now. It’s the same for accountability. Understanding its full power eludes the traditional salesperson, yet it’s obvious to the winners.
Accountability should be some kind of scientific law. It should at least be the law within your sales department.
Accountability is everywhere. It totally surrounds our every sales move, action, plan and strategy. It’s the stuff that holds our efforts together. Its field is control and without it, well, enjoy the ride…and wear a helmet.
At Sandler Training, Trustpointe, we’re the glue that holds your efforts together. To learn more about accountability, contact Tim Roberts at tim@thetrustpointe.com or call 317.845.0041. To learn more about particle physics, string theory and muons, call M.I.T.
Houston, we have a problem.
You might also be interested in:
