Creating Accountability for Salespeople: How to Coach Your Team to Success

Duration: 60 minutes

In this webinar you’ll learn how to: 

  • Implement performance standards that your team members will embrace
  • Create a 5 step accountability system that motivates your people
  • Manage behaviors instead of numbers
  • Set a tone that emphasizes actions over words

WHY ATTEND

If you’re a serious sales manager, you demand high performance from your salespeople.

But what about that sales rep that has great potential, but doesn’t bring consistent results? The rep that always has orders in the pipeline and talks a great game, but only smaller orders actually make it to the closing table.

You’ve likely tried to help—nudging to do better, giving pointers or pep talks. But the improvement is always short lived. As soon as you take the pressure off, the results slide back to mediocre.

What’s next?

Do you give an ultimatum and force better performance?

Do you give some extra slack thinking you’re better off accepting “just ok” performance and focus your efforts elsewhere?

Here’s the reality: Neither of these tactics work.

What’s the answer? Creating clear performance standards and holding people accountable.

LEARNING OBJECTIVES

In this webinar you’ll learn how to: 

  • Implement performance standards that your team members will embrace
  • Set a tone that emphasizes actions over words
  • Create a 5 step accountability system that motivates your people
  • Manage behaviors instead of numbers
  • Coach for success, so that you no longer have to react to mediocre outcomes

ABOUT THE SPEAKER

Paul Cherry is President of Performance Based Results, an international sales and leadership training organization and has taught more than 250,000 sales professionals to date. Johnson & Johnson, US Department of Energy, Blue Cross, DuPont, Moody’s, Shell Oil, Harley Davidson, and Wells Fargo are just a few of the 1,200 clients Paul has worked with. He has written over 200 articles for leading industry publications and is the author of Questions That Sell (AMACOM) and Questions That Get Results (John Wiley & Sons). Paul has more than 20 years of experience in sales, management, executive leadership, and performance improvement strategies. Paul teaches at The Iacocca Institute at Lehigh University.

What You Get With Each Option

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Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

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Live + Recording

Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

What You Get With Each Option close

Live Recording

Live Only

Participation in the live upcoming webinar

Recording

Recording Only

Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

Live and Recording

Live + Recording

Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

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