7 Accountability Flashcards
(31 cards)
What is the key factor that differentiates growing sales organizations from stagnant ones?
Accountability
Consistent accountability built on a positive culture is essential for sustainable growth.
What does a positive culture of accountability expect from team members?
To do what is required and keep their commitments
This contrasts with a negative culture that uses coercion and threats.
What leadership behavior can create a negative culture in a sales organization?
Chastising and criticizing team members
Such behavior can lead to disengagement and lack of effort from the team.
What is coercive force associated with in leadership?
Weak leaders lacking emotional intelligence
Autocratic leaders often fail to foster a positive culture.
What is the impact of autonomy in sales roles?
It can lead to success for disciplined individuals and failure for those lacking self-discipline
Self-discipline is crucial for salespeople to perform necessary tasks.
What is psychological safety in a workplace?
A nonpunitive environment where mistakes are seen as opportunities to improve
Essential for fostering open communication and team effectiveness.
What did Google’s study reveal about effective managers?
Team norms and how teams operate are more important than the leader’s qualities
Established norms influence employee motivation and safety.
What are the three foundational needs in Maslow’s hierarchy that can be threatened by a negative culture?
- Physiological needs
- Psychological safety
- Belonging
Threatening these needs can lead to employee disengagement.
What should leaders do to raise their team’s standards?
Lead by example and demand more from themselves and their teams
Setting high standards is crucial for achieving growth.
What is necessary for holding someone accountable?
Clear communication of expectations
Unspoken expectations lead to misunderstandings and lack of accountability.
What is the importance of deadlines in accountability?
Deadlines create urgency and ensure tasks are completed on time
Accountability cannot exist without a due date.
How does purpose and meaning affect team commitment?
It increases commitment to achieving outcomes
Understanding the importance of tasks fosters accountability.
What is the role of providing resources in a positive culture of accountability?
To improve team members’ ability to deliver results
Resources can include training, coaching, and mentorship.
What is the heart of accountability?
Reviewing results and following up on commitments
Accountability requires ongoing attention to outcomes.
What should be the nature of consequences when team members fail to meet expectations?
Humane and supportive
Focus on training and coaching rather than punishment.
What is a key strategy for increasing effort from team members who struggle?
Shortening the time between accountability meetings
Frequent reviews can motivate improved performance.
What is the purpose of accountability in a work environment?
To protect employees and the company from worse future outcomes.
Accountability serves as a guardrail rather than punishment.
What are the three stages to address underperformance?
- Retrain and coach the individual.
- Reassign the individual to another role.
- Remove the individual from your team.
This approach emphasizes humane consequences and support.
What should be done if an employee displays negativity?
They should be removed from the team to protect the positive culture.
Negativity can spread and harm team morale.
What does the theory of clean hands suggest?
You must do everything possible to help an individual succeed before taking negative action.
This promotes a humane approach to leadership.
What is a common mistake made by sales managers regarding performance intervention?
Waiting for a salesperson to fail before intervening.
Early intervention is crucial to prevent failure.
What is the recommended number of nonnegotiables for a team?
Three to five items.
Too many nonnegotiables can poison team culture.
Why should honesty and integrity not be included in the list of nonnegotiables?
They are fundamental values that should go without saying.
These values are critical and assumed in the workplace.
What is an example of a poor nonnegotiable related to email communication?
Mandating every email must be returned within 24 hours.
This is impractical given the average email volume.
