This is an excerpt from my second book, Managing the Sales Process, available on You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest).

From Chapter 4 – Accountability

This book has three parts. Within each of those three parts are two chapters. Since this is the start of the fourth chapter, we are in the middle of the second third, or by chapters, at the halfway point.

Why the lesson in simple fractions and basic observation? Just to allow me to suggest that we are at a very important point here.

Until now, we have covered two ideas about one member of the team: What kind of salesperson is going to do the best work for us and what is it that this person should be doing. But the salesperson is not the sales organization, and the most important thing that a healthy, well-functioning sales organization needs to have can be summed up into one word:


The rest of the book will outline how:

  • The sales process described so far leads to accountability by way of the metrics we are about to describe
  • How accountability ─ taken seriously and executed on as needed ─ drives sales organization growth and the correct kind of sales culture.

So what is accountability?

According to the Merriam-Webster Online Learners Dictionary, accountability is defined as:

Required to explain actions or decisions to someone

The biggest gift that the sales organization receives from having the right people doing the right things within a metrics-based process is that the process allows someone in the organization to ask the question, “Are the salespeople doing the right things?” That is the meaning of “accountability” in the context of your sales organization and sales culture.

So what are the metrics that the process and the tracking of the steps in the process can help to realize? Here is a brief overview:

The vast majority of reports that a sales manager should need in order to manage the salespeople and the sales force come directly out of our universal sales process. Let’s look at each stage of the sales process and see how this works:

(to be continued next week…..)


Authors note (AKA shameless plugs)

So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.

If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:

The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.

Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.

The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.

If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.

Here’s to your success!