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February 5, 2019

Execution & Accountability in Restoration Sales


Execution & Accountability in Restoration Sales

In our last blog we spoke of getting back to the basics and having a strong foundation. That’s a fantastic thought…but HOW do we get there?

Execution and accountability take time, every day, every week, every month. We have a business to run, calls keep coming in, clients are tugging at our heels. At some point, talent needs to do what they were hired to do, right?  Yes, they do, and that falls under the accountability side, but how can you hold someone accountable for tasks and benchmarks when you haven’t taught your new sales reps how to execute the basics?

A failure to plan is a plan to fail, EVERY STINKING TIME!  

Just as you have to have a business plan, you have to have a plan for EACH AND EVERY MEMBER OF YOUR ORGANIZATION and their success.  Systems, consistency, training, education, application, and accountability. EVERY SINGLE PERSON.

A – Execution

Put a plan in place for on-boarding, that regardless of talent, every person will adhere to. This ensures that everyone in that department gets the same training, nothing is missed.  It’s methodical and meticulous and ensures that no stone is left unturned.

Once they receive the basics, then you can adjust their development based on their skill set, but you still need to execute in their development with a plan that has been thoughtfully laid out. Spend time weekly in ride-alongs, monthly trainings, coaching, role play scenarios, peer led trainings, certifications, required video and webinar. Make sure your team is in a constant state of learning, growing, being challenged, motivated, and flourishing. All of that falls on leadership. All of that falls on YOU.  

B – Accountability

Once these systems are in place and being delivered consistently, now the burden of producing results falls on your employees. You keep your team accountable through:

  • reporting
  • meetings to discuss productivity results
  • plans for when those results are not achieved
  • repercussions for repeated inability to achieve results or not exemplifying company culture and mindset

Once you have provided your people with all the tools they need to be successful you expect success. If they are not, it is for one of two reasons only: Either they truly don’t posses the ability to deliver or they don’t care. At that point, the accountability may be to remove the warm body from your organization.

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Tuesday, February 5, 2019


Eddie Green