If you are a player on a team, and you do not hold yourself accountable to the plays and actions that the team is running at the time, you will most likely get benched. Why? The team counts on you to perform your portion of the drills that are being run. This is how they win. Everyone contributes their portion of the work.
What about we sales people in the offices? Leaders look for consistency…someone they can count on to be dependable, striving to bring revenue in daily, having a plan to hit their goals and are consistent. When you have a sales team of consistent people who hold themselves accountable to their goals, the organization can win, and this is what helps them set strategy for a 5 year plan, including renovations, additions, etc. When any one of us does not hold ourselves accountable and is not consistent, we fail the rest of the team.
So how is it we hold ourselves accountable? This is the question I get asked more than anything. I’m going to share how I’ve always held myself accountable in sales (and still do) and look forward to all of my followers adding ways they do also.
Have a plan. Look at the number of months you have, how you want to divide the revenue, and then create your plan of how you are going to go after it. This includes unique ideas such as hosting after hours or influencers to capture large amounts of people at one time to the ones we should be doing such as consistency in calls, setting 10 meetings (or whatever your number) per week, prospecting daily and having your power hour sheets ready the night before, maintaining 3.5 times in your pipeline to get to your goal, owning a city and making sure you have exhausted every aspect of it, etc. The plan will change from month to month depending on the focus, but the key is you have to have a plan first. Without it, you are continually coming in, trying to decide what to do, and before you know it an hour is gone. People often ask me about leaving at the allotted hour in sports, and my response is what matters is what you put into your 8 hours and what you have produced. If you are closing once a week or twice a week and leaving at the stroke of 5, you obviously don’t have a plan.
Set when you will hit your goal. Set your season goal a month and a half before the first game, your group goal a month and a half before season ends, a premium goal 2.5 months before the season ends, and your corporate goal should be at 90% min. by the opener. Why? It holds us accountable. If we wait until the end of the season and we are far off from our goal with 2 games left, do you really think you can sell enough groups to hit it? With season, you really have until the second homestand and then the urgency and excitement dwindles, so setting it earlier encourages you to create urgency and excitement in your sales. How do we hit these goals at these times? By having a plan.
Build strong pipelines. This means every night before you leave you create your lead list of prospects. Think about it…30 season and 30 group a night is 2 power hours. Of those 60 maybe 15 will make it into your pipeline. Now, outside of power hours, you have people who have passed the first step that you can meet with, have further conversations with, and move them up. Of those in your pipeline, there will be a percentage that never gets to close, so we constantly have to be filling it.
Create a weekly or monthly goals chart you fill in and keep it on your desk in front of you. When a goal is in front of you, you are more apt to go after it.
Create consistency. First, try for a sale a day. Once you have been consistent with that, then set a revenue goal per day to try for. Setting personal goals you play against yourself keeps you motivated and focused.
Capitalize on sales opportunities. People standing in line at your venue? Work the lines. Organizations are always looking for guest speakers. Create events that are sales oriented but also fun to showcase your product.
Make lists. Successful people make a daily list and make sure they cover everything on it.
Capitalize on your strengths; work to get better on your weaknesses. I use a strengths test when I work with staff members…this helps me know your best areas and also where I can help you the most. Know your strengths and use them.
Make a daily chart and write down what you did each half hour. Where were the time wasters? How can you maximize your time better?
Don’t be afraid to ask for help/suggestions. Often, we need to either refocus or just need a pick me up. Asking for help or suggestions is not a sign of weakness, but rather a sign that you want to be a team contributor and sometimes just need that extra idea.
This may sound like common sense, but it is amazing how many people don’t do it, thus, their supervisors are frustrated as there is no accountability. Being accountable means doing the simple things that make us successful, day in and day out. We can’t be half in and half out. We have to be all in.
To be accountable, you have to create the steps in which you can hold yourself to the goal at hand. How do you create accountability in yourself?
Kathy Burrows, CEO…Chief Energy Officer, Sold Out Seating
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Have more sales questions? Try: Potato Chip Ticket Sales by yours truly…