lack of productivity

The Most Important Part of Accountability

08 Jul
by Bridget DiCello

Your team is not being held accountable if they are not the ones doing the talking.

I followed up.

I asked them if they did it.

I told them they needed to get it done.

Still, they didn’t do it.

 

Let’s revise that scenario.

You: Mike, it’s important to make those sales calls. What are your targets for this week?

Mike: 20 calls per day, 5 appointments set this week.

You: Great, touch base with me before you leave on Friday, hand me a copy of your sales report and let me know how you did. Will you be in the office on Friday afternoon?

Mike: I have a golf game with our largest prospect in the afternoon.

You: Okay, come see me before you leave for that game.

On Friday at 11:15am, Mike stops by your office.

Mike: Just leaving for that game. Here is my sales report.

You: Tell me about your week, and how you did on your goals.

Mike: Mike tells you about some of the calls he made, and talks through the challenging calls. I just got too busy to make more calls. I was out much of the week at events.

You: How many calls did you make each day? Mike responds. And how many appointments did you set? Mike responds. And, what did you accomplish at the events?

Mike: I met some people I think could be good prospects.

You: Great, tell me about them. Mike responds. So what will you do differently next week to fit in your calls each day?

Mike: I might have to make them in the morning.

You: Good idea, what time will you arrive in order to do that? Mike responds. Based on how the calls you made this week, what else could you do differently next week? Mike responds. Okay, sounds like a plan. Touch base with me before you leave next Friday, hand me a copy of your sales report and let me know how you did. Will you be in the office next Friday afternoon?

The sales example above is about a struggling sales person who needs accountability to perform the basic sales activities. He would be perfectly happy to take your criticism and consternation as he sits quietly and listens because it requires no energy on his part. But, we have to get him engaged and talking if we expect him to do anything differently. This same conversation could occur due to a lack of performance in operations, customer service, finance or marketing. Accountability must include the employee’s participation in the conversation where they are thinking about what they will do and do differently.