- How to Sell to Market Research Buyers, Part 3
- How to Sell to Market Research Buyers, Part 2
- How to Sell to Market Research Buyers, Part 1
- 5½ [behind-the-scenes] Marketing & Sales Activities You Need To Do in December
- Got something to say?
- Running a small firm? Who holds you accountable?
- Marketing & Sales Success Begins with a Simple Step… Thinking!
- Your Sales Forecast Doesn’t Have to be a Guessing Game!
- Lead generation is a 3-step process.
- Measuring Sales… it’s Not just about Revenue
- 7 Selling Behaviors Seller-Doers Must Employ to be Successful.
- Can you really be “all things to all people?”
- 12 Marketing & Sales Activities you Gotta STOP this Year!
- How to maximize the impact of your marketing investment.
- Revenue Growth? Try the ‘5% Challenge’… it’s Brilliant!
- Should you ever walk away from revenue?
- Get Ready for 2017 with these 6 Marketing & Sales Activities
- 20 Marketing and Sales Concepts Business Leaders Need to Know, Part 2
- 20 Marketing and Sales Concepts Business Leaders Need to Know, Part 1
- 10 Guidelines for How to Be Successful at Sales
- Strategy Before Tactics!
- 6 Marketing & Sales Lessons Learned in our First 4 Years in Business
- The Sales Presentation: Stop Reading the PowerPoint Slides and Tell Your Story
- Content Marketing not working? Eh, don’t worry about it!
- Marketing Measurement: 3 New Methods You Have to Try in 2016
- The One Thing You Must Include in Your 2016 Marketing & Sales Plan
- Not using LinkedIn? Are you kidding me?!
- Is it OK to fire a client?
- Take Charge of Your Own Success… Stop Relying on Others!
- Getting first-time clients to take a chance on you.
- 9 Ways to Build your Business During the Summer Slowdown
- The Top 10 Ways to Build Awareness
- The 13 Most Common Website Mistakes
- The Most Important Part of Exhibiting
- Content marketing isn’t a one-time thing… it’s an all-the-time thing.
- THINKING! A framework for creating better business plans in 2015.
- Not happy with your marketing & sales? Then make just one change in 2015!
- For Beginners: Should I Tweet Daily? Yes… and here’s how.
- Got your Marketing Plan for 2015? No?! Now’s a good time to start…
- How to Connect with Booth Visitors – An Exhibitor’s Worksheet
- Not getting the email results you want? Make sure you’re following these 7 email marketing guidelines.
- 10 Ways to Get Clients to Sell FOR You (and they won’t cost a dime!)
- Do you know where you’re going? Why Strategy should drive your marketing & sales.
- 11 execution tips to help you exceed client expectations
- How to Turn First-time Clients into Repeat Clients
- 15 easy, low-cost marketing and sales tactics for 2014 – Part 2
- 15 easy, low-cost marketing and sales tactics for 2014 – Part 1
- 13 Lessons for Researchers Who Don’t Want (or Like) to Sell
- Social media marketing success in 30 minutes a day
- Get it right! You can’t manage what you don’t measure.
- It’s not that complicated! A common sense approach to the marketing & sales process.
- How MR firms are blowing it with new customers: Lessons learned while secret shopping
- Management or sales… you can’t serve two masters.
- Prove it! Nine ways to convince prospects to work with you for the first time.
- Five everyday ways to grow your business
- How that ‘one great client’ could doom your firm
- Six marketing and sales mistakes MR firms make every day
- Eight proven ways to build awareness – and why you should!
- Suspects, Prospects and Clients: Is your firm focused on the right target?
- A Checklist for Conducting Your Own Marketing & Sales Audit
- Learning to play the game: What football can teach us about marketing
- Differentiating your firm in a crowded marketplace
- 25 low- or no-cost ways to grow your business
- 15 Reasons E-mail Still Matters in Sales and Marketing
- Come prepared, dress the part and follow up: 10 dos for exhibiting at MR trade shows
- No rookies, no gum and no Frisbees: 10 don’ts for exhibiting at MR trade shows
- How to see yourself as clients see you
- Marketing 101: It takes Work to make it Work
- Use the 8 Ps of Marketing when Setting Strategy
- Integrate the 4 As of Marketing into Your Planning
- Size Does Matter: 4 Approaches to Growing Your Business
- The 12 Guiding Principles of Marketing (part 2)
- The 12 Guiding Principles of Marketing (part 1)
Running a small firm? Who holds you accountable?
If you are responsible for revenue growth (i.e. you’re a sales rep or a seller-doer hybrid) and you have a boss that you report to… then being held accountable is pretty easy. You record your activities in a CRM that he or she reviews. Or you provide a simple report on your activities, progress and sales prospect status.
Do that… and your boss knows you’ve been working hard and he/she can even provide feedback and suggestions that can help you get better. Don’t do it… and your job is at stake.
But what if YOU are the boss… and also the rainmaker (a very common ‘structure’ in the Market Research industry)? Who’s holding you accountable for revenue growth? Who are you reporting to and getting feedback from?
The obvious first response might be via your Board of Directors, if you even have one (which the vast majority of small and mid-sized firms don’t). But even if you do, board meetings usually take place only monthly or quarterly, which is just not frequent enough to be helpful.
So, let’s look at a couple of proven methods…
Find an Accountabilibuddy!
One way that works well is to find someone outside of your organization who is willing to be your “accountabilibuddy!” I’ve been using one for almost 3 years now… a friend and fellow business owner who is willing and able to help.
Every Saturday morning, I send him my weekly business development report showcasing pipeline progress, updated revenue numbers, specific activities with sales prospects, what we’re doing with lead generation, upcoming marketing and sales opportunities and so on.
I never miss a week. In fact, it has become such a habit that I genuinely feel guilty if I’m going to be late with it. And even if he doesn’t read the report, that’s OK. Because I’m keeping it up-to-date all during the week, it keeps me focused on my business development efforts… nothing falls through the cracks.
Use the Whole Team
The other accountability idea for bosses comes from a former employer, where the new president sends a weekly report to his entire staff (more than 25 employees)… what a unique idea! Where is it written that the person (or people) holding you accountable has to be higher up the corporate ladder than you? In fact, there may be even more ‘pressure’ being held accountable by the people whose livelihoods you are responsible for.
Like my weekly business development report, this company leader sends an email to his entire staff with a list of bullet points outlining what he’s been doing, not only around business development, but also other company-related business.
“But I’m the boss!”
I know what you’re thinking. “But I’m the boss… I don’t need to be held accountable for sales.” While you might not have to be, I submit you should be. In fact, there are a number of clear benefits to being held accountable…
- You perform better when you know someone “is watching.” You make better decisions.
- You can get feedback to improve your performance.
- You’re forced to follow through on your commitments.
- You create deadlines for action and report against them.
- Because you’re focused on business development, you stay grounded in reality.
- In general, accountability keeps the pressure on… it compels you to be proactive and make progress.
The Bottom Line
If you own or lead a business – and have the added responsibility of growing revenue – make sure someone is holding you accountable. The old phrase, “What gets measured gets done” applies here… the habit of having to report to someone on a regular basis will ensure that you stay focused, stay proactive and continually improve. Not bad, huh?