To all my clients and regular follower's of this site and my blog ( http://my-salescoach.blogspot.com ), I apologize for missing last week's Perspective ! I've been involved in a couple of projects with new clients and just didn't get to this effort.
And isn't it sad that by missing my deadline last week, I'm part and parcel of what we are about to discuss. ACCOUNTABILITY ! Most of my clients and many sales professionals are more accountable to themselves on an everyday basis than they are to a manager, coach, or supervisor. In fact, what draws a lot of people to become professional salespeople is the latitude they are given to manage their own time and efforts ( at least on a daily basis ). Oh sure, over a larger time period and with an obvious lack of results - there will be intervention to varying degrees.
Rare is the organization that has a full time manager/coach/supervisor who knows where each salesperson is every minute of everyday and see their results or lack thereof by the next working day. However, herein lies the problem ( most especially in this economy ). What are you doing ? What aren't you doing ? How accountable are you for every working minute, hour, day ? And to whom ?
What I see from all of my discussions ( with a few exceptions ) is that many sales professionals have put a saddle on this economy and are riding that excuse to death. I didn't say it isn't a major factor; but get over it and make stuff happen !
I"m a broken record and yes, I need to practice what I preach !
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
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