The lack of personal accountability is the most costly disease in sales.
Developing personal accountability is the most critical "sales training" you can provide your sales team.
No sales training, regardless of how amazing it is, will make up for a lack of personal accountability. Before you offer sales training, make sure each salesperson is a role model of personal accountability.
There is no more powerful trait your sales culture needs than personal accountability.
“Salespeople who practice PERSONAL ACCOUNTABILITY never blame their manager, the marketing department, the competition’s pricing, their family of origin - or anything else - for their numbers. They simply say, ‘I own my results. No excuses.’” - John Miller - author of QBQ! - The Question Behind the Question
Consider your most recent coaching challenges. How frequently is a lack of personal accountability a contributor to poor sales performance? Salespeople who do not model personal accountability, tend to blame others, play victim, and procrastinate, all of which can be insanely expensive.
What is the lack of personal accountability costing your company?
What are you going to do about it?