Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

Why Sales Operations Should Relish Accountability

To some Sales Operations groups, the notion of signing-up for a sales target is not only terrifying; it also seems a bit foolhardy and somewhat irrational.

In support of their opposition, they’ll exclaim, “But we don’t have much influence over what happens in the field! So how can we be held accountable for something we have so little control over?”

And on its face, that argument is perfectly logical and makes a great deal of sense—you shouldn’t be held accountable for things you have very little input on, or things you have very little influence and control over.

But what if you looked at it from a different perspective? What if you turned it around? What if signing-up for a sales target actually gives you license to influence what’s happening in the field?

You see, accountability and influence will often go hand-in-hand. The fact that you’re on the hook for a sales number gives you permission to question what’s happening in the field, suggest potential improvements, and so on.

When you’re just standing on the sidelines, you can’t expect to have much influence over the action on the playing field. But when you actually have “skin in the game” like all the other players, you have the right to expect a much greater degree of input into, and influence over, how that game is actually being played.

So, the next time you lament what’s happening or not happening in the field…the next time you’re frustrated that others in Sales aren’t listening to your suggestions or taking those suggestion to heart…the next time you shake your head in disgust and wish you were king for just a day…remember this:

Accountability and influence are linked. You shouldn’t be held accountable where you have no influence. But you can’t expect to have influence where you have no accountability.

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • Generating More Sales from Existing Customers

    Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.

    View This Webinar
  • Predictive Sales Analytics

    Predictive sales analytics has proven to be a powerful tool for improving effectiveness and boosting results at-scale. In this on-demand webinar, we demystify the core concepts and applications in sales environments.

    View This Webinar
  • Exposing Your Differential Value Step-by-Step

    From our best practice research, we’ve cut through the complexity of value-based selling to provide a simplified, step-by-step tutorial for understanding and exposing the differential value of your offerings.

    View This Tutorial
  • Neutralizing the Sales Team's Go-To Excuses

    When things don't turn out as expected or desired, it's just human nature to look for explanations beyond what might be perceived as a personal failing. Learn how Sales Ops can address the common "reasons" for poor sales performance.

    View This Webinar