Sales teams are accountable for their controllable behavior.
Behavior is a leading indicator of results, and increasing positive behaviors can lead to better outcomes. Measuring behavior allows for identifying the level of effort put in by salespeople. Developing good habits, such as effective prospecting, is essential for sales success. Measuring behavior helps identify problems and areas for improvement in the sales process.
In this episode of the No BS Sales School podcast, Walker McKay discusses the importance of holding sales teams accountable for their behavior rather than just focusing on results. He emphasizes that behavior is directly within a salesperson's control and can be measured and improved. Walker highlights five reasons why measuring behavior is crucial: it is in their control, behavior is a leading indicator of results, it allows for measuring effort, it develops excellent habits, and it helps identify problems sooner. By focusing on behavior, sales managers can ensure that their teams are taking the necessary actions to achieve success.
NON-BS WORDS TO THE WISE
Measuring Behavior Instead of Results - Walker McKay: “The number one reason to hold somebody accountable, a salesperson, your sales team accountable for their behavior is that is in their control. They can do that themselves…behavior is a leading indicator of results. If you're doing more behavior, you're going to get better results.”
Identifying Problems through Behavior Accountability - Walker McKay: “Hold people accountable for behavior instead of results. Number one, it's directly within a salesperson's control. They control that stuff…It allows you as their manager, as their boss, or even as yourself to identify: Where are the problems? Why is this not working?”
Where to find Walker:
LinkedIn: https://www.linkedin.com/in/walkermckay/
Twitter: https://twitter.com/walkermckay
Instagram: https://www.instagram.com/nobssalesschool/
Free Training Course: http://www.7salesmistakes.com/
Website: https://www.walkermckay.com/
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