The 1:1 Accountability Meeting - The Single Highest-Impact Sales Management Activity

In the episode Mike shares his foolproof framework for conducting
high-impact 1:1 sales manager – salesperson accountability
meetings.


This one best practice, when mastered, will transform sales
culture and results. And the best part? Sales leaders reduce
complacency and radically increase accountability without being a
jerk, demotivating, or micromanaging their teams!


Listen as Mike unpacks what he calls “The Sales Management
Accountability Progression” - Results then Pipeline then Activity
– and models the transformative approach he learned from his
sales management mentor.


While it is certainly more trendy today to talk about sales
coaching and sales enablement, Mike makes the strong case that
this 10 to 15-minute per month 1:1 manager-salesperson
accountability meeting is the single highest-payoff sales
management activity.


Accountability is not a dirty word and there is nothing wrong,
inappropriate, or politically incorrect with holding salespeople
accountable for results, pipeline health, opportunity creation
and advancement, and when necessary, activity. In fact, when this
1:1 meeting is conducted properly, (good) salespeople love it,
and instead of dreading accountability conversations, you will
actually look forward to them!


Exciting News: Mike unveils the dates and locations for
Supercharge Your Sales Leadership events coming in the
second-half of 2021: mikeweinberg.com/events