Improving Sales Growth

Organizations all over the world in every industry have improved sales by building greater accountability in their sales people. Specific results have included: (1) increased sales volume and margins, (2) improved product and service launches, (3) better coaching, feedback, and follow-through, (4) greater ownership of customer end results, and (5) more energized sales teams. Here’s how one successful sales executive described his experience applying accountability principles to improve sales performance:

We consistently applied [basic accountability principles] for several years to all of our projects and territories. Of the ten people on that team, nine of the reps were promoted to district manager within a two-year period and our district manager began his climb from district sales manager to regional to cross-functional teams all the way to vice president of sales and marketing. Later several members of that original team moved into regional or national account leadership. Today you can find these people in other companies as executive vice presidents and senior leaders.

Successful wide-scale implementation of basic accountability principles has consistently resulted in improved sales performance in numerous Fortune 1000 companies. In another case, a provider of wireless services applied basic accountability principles throughout its sales organization, the results were immediate—sales increased 17% in the following quarter, profit margins increased 45% over the next several months, and customer service scores soared.

To learn more about how sales reps, teams, and organizations can apply basic accountability principles to grow sales, improve leadership, and achieve other key milestones and results, we invite you to join the Accountability Community where you can review actual client case studies in detail.

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