They Take Responsibility for Their Outcomes

The very best salespeople know that the buck stops with them when it comes to revenue results. Sure, there are other important aspects of the revenue cycle, but ultimately the seller is judged on a revenue number, and it’s a binary outcome.

Today’s podcast outlines what it means to take ownership of your outcomes.

They don’t blame others when the revenue isn’t there

It boggles my mind that someone would leave their livelihood up to somebody else. You’ve got to find a way to get the job done.

They create their own opportunities

Even if your organization provides you with a ton of lead-generating resources, there are always deals you can source yourself. Prospecting may not be the most fun aspect of your job, but looking for new ways to win is certainly rewarding. Is your ear to the ground?

They understand their sales process

Most sales processes stall because sellers don’t know what to ask for next, and a startling amount of sellers I work with can’t draw theirs on a napkin. How can you take control of a sales process you don’t know?

They review the tape

Do you think back on your calls? What went well? What didn’t? What could you do differently next time? This kind of exercise is excruciating, but there are few things more valuable when it comes to getting better.

Does any of this sound familiar? How much ownership do you really take? Could you do better?

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