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

Duration: 60 minutes

When you’ve got reps who do everything they’re supposed to do, who check all the boxes, and they still aren’t hitting their goals, it’s time to stop looking at their numbers and start looking at their behaviors.

This webinar delivers a five-step accountability system that’s effective because it goes deeper than the usual tactical fixes to improve sales behavior. (more details below)


WHY ATTEND

When you’re a sales manager who demands high performance from your reps, there’s nothing more frustrating than an employee who shows great potential, but inconsistent results.

You know the type: They’ve always got business in the pipeline and they talk a great game. They follow your direction to the letter. Yet, the only orders making it to the closing table are small. You’ve probably tried pushing them to do better, but any improvement is short-lived. As soon as you take the pressure off, the results slide back to mediocre.

So what are you supposed to do? Issue an ultimatum to try and force better performance? Cut them some slack and accept “just okay” performance? No and no.

The real answer—the only answer—is to create clear performance standards for sales behavior and hold your people accountable to them.

This webinar, featuring globally recognized sales expert Paul Cherry, delivers a plan that does exactly that. You’ll learn how to implement a five-step accountability system that’s effective because it manages behaviors, not numbers. And you’ll gain a deep understanding of how to coach for success, getting your team to embrace performance standards so you’re no longer reacting to mediocre outcomes.

    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, GlaxoSmithKline, Blue Cross, DuPont, Comcast, 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 150 articles for leading industry publications, including Selling Power, Investor’s Business Daily, Sales Training Camp, RainToday, Master Salesmanship, and Value-Added Selling, among others. Paul is also the author of Questions That Sell, published by AMACOM Books in 2006. Paul has more than 19 years of experience in sales, management, executive leadership, and performance improvement strategies. Paul is also an adjunct faculty member at The University of Phoenix and a guest lecturer at The Iacocca Institute at Lehigh University.

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                    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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