{"id":12140,"date":"2020-02-20T10:00:00","date_gmt":"2020-02-20T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/the-accountability-triple-crown\/"},"modified":"2022-10-24T22:59:01","modified_gmt":"2022-10-24T22:59:01","slug":"the-accountability-triple-crown","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/the-accountability-triple-crown\/","title":{"rendered":"The Accountability Triple Crown &#8211; Tuning In To Why Accountability Is So Hard!"},"content":{"rendered":"\n<p>Many of you reading this article right now have a team (or\nteams) of people that report to you in some form or another. As you think about\nthose people, your time spent leading them, managing them, coaching them,\ndeveloping them, working with them, and yes\u2026 all of the other things you have\nto do as part of your roles or responsibilities, it doesn\u2019t leave much time to\nadd on a thorough accountability process to that list&#8230; or does it?<\/p>\n\n\n\n<p>Accountability is misunderstood. Most leaders view\naccountability as them, the leader, holding someone to a result or set of\nresults. For example, my salesperson must hit 110% of plan and deliver net $200,000\nin new business in 2020. The question we have for you is, who set that number?\nYou? Or Did They? Was there a plan to achieve that number? What was behind that\nnumber? What\u2019s in it for them? If they hit that number, do you know what that\nperson will do with that result? Most likely the answer (if we were being\nhonest) is, \u201cI don\u2019t know.\u201d <\/p>\n\n\n\n<p>It\u2019s 100% okay by the way to have answered that way, most\nleaders don\u2019t have those answers and struggle mightily to hold their people to\nthose results. They wish their people were more committed, they don\u2019t\nunderstand why their people give them the run around and frankly wonder what\ntheir people are doing all day.<\/p>\n\n\n\n<p>We have a better answer. What if you could do two things;\nget your salespeople to own their number (magic right?) and know exactly what\nthey were doing every day and every week? That right there is the key to sales\nleadership. Your job as a sales leader isn\u2019t to be a micromanager running\naround from conversation to conversation and by the time you get to Friday\nwondering what happened that week. Your job is to help your people be\nsuccessful and you have to be fully in control. That would be like an airline\npilot taking off with no plans, no processes, no check-points, no dashboards,\nhoping to land in Chicago, yikes!<\/p>\n\n\n\n<p>Here are a couple of things to start doing:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Help your people with what they want to\naccomplish in 2020 both personally and professionally. <\/li><li>Help them understand their goals, plans and\nactivities they need to do daily to achieve those goals.<\/li><li>Implement a Monday Check &#8211; In (5 Minutes or\nLess) and a Friday Check &#8211; Out (15 minutes or less) with each team member.<\/li><li>Implement a Sales Funnel Review meeting (45\nminutes or less) once per week with your entire team.<\/li><\/ol>\n\n\n\n<p>Easier said than done, right? If you want to see <em>HOW<\/em> to do this, which we highly recommend, we invite you to attend our session, voted 2019\u2019s \u201cAll Time Favorite Speaker\u201d at the 2020 Sandler Summit March 5<sup>th<\/sup> and 6<sup>th<\/sup> in Orlando, Florida. For the first time in Sandler history, you will be able to watch a 3-part improvised show highlighting this exact process \u2013 the triple crown of accountability. <\/p>\n\n\n\n<p><a href=\"https:\/\/reports.sandler.com\/sandler-summit-2020\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\"><strong>Click here to learn more about everything the 2020 Sandler Summit has to offer.<\/strong><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Many of you reading this article right now have a team (or teams) of people that report to you in some form or another. As you think about those people, your time spent leading them, managing them, coaching them, developing them, working with them, and yes\u2026 all of the other things you have to do as part of your roles or responsibilities, it doesn\u2019t leave much time to add on a thorough accountability process to that list&#8230; or does it?<\/p>\n","protected":false},"author":167,"featured_media":12141,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1081,1038,1494,1033,1157,1035,1026,1049,1138],"class_list":["post-12140","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-accountability","tag-coaching","tag-events","tag-leadership","tag-leadership-skills","tag-management","tag-prospecting","tag-sales-management","tag-sandler-summit"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Accountability Triple Crown - Tuning In To Why Accountability Is So Hard! - Sandler<\/title>\n<meta name=\"description\" content=\"Accountability is misunderstood. Most leaders view accountability as them, the leader, holding someone to a result or set of results.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/the-accountability-triple-crown\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Accountability Triple Crown - Tuning In To Why Accountability Is So Hard! - Sandler\" \/>\n<meta property=\"og:description\" content=\"Accountability is misunderstood. Most leaders view accountability as them, the leader, holding someone to a result or set of results.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/the-accountability-triple-crown\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2020-02-20T10:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-10-24T22:59:01+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/ACCOUNTABILITY.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1125\" \/>\n\t<meta property=\"og:image:height\" content=\"807\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Alexa Ray\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Alexa Ray\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/the-accountability-triple-crown\/\",\"url\":\"https:\/\/sandler.com\/blog\/the-accountability-triple-crown\/\",\"name\":\"The Accountability Triple Crown - Tuning In To Why Accountability Is So Hard! - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/the-accountability-triple-crown\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/the-accountability-triple-crown\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/ACCOUNTABILITY.png\",\"datePublished\":\"2020-02-20T10:00:00+00:00\",\"dateModified\":\"2022-10-24T22:59:01+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9\"},\"description\":\"Accountability is misunderstood. 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