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Accountability Drives Success In Membership SalesAccountability has always been a key element of successful prospecting, but it is especially important now. Sales may be slow for a bit, and perhaps, a little awkward as you get used to approaching prospecting differently post-COVID-19. Having an accountability structure built into your process is going to help you make the calls, do the follow-up, and stay on track; which will increase your opportunity for success. Membership sales reps: keep your pipeline updated, including your follow-up commitments. Membership sales leaders and chamber executives: if you are not conducting weekly sales meetings or one-on-one pipeline reviews, now is the time to start. Weekly check-ins benefit everyone. They help membership reps stay on track, and they help sales managers stay aware. If your chamber is still working remotely, weekly sales meetings and weekly one-on-ones are more crucial than ever because you don’t have the opportunity to pop by a rep’s workstation to check-in, or see if they need help. If you start implementing them now, they will become part of your process going forward, which will make your team stronger, your processes faster, and your chamber more profitable. If you work at a small chamber and you don’t have someone on staff to hold you accountable, recruit a colleague to help. It doesn’t have to be a membership sales expert. It just has to be someone who is willing to check in with you consistently and ask you hard questions. We all need some level of accountability. It’s what pushes us to accomplish more and perform at a higher level. Success in sales performance is process driven. And accountability is an absolutely essential step in a winning process. If you need help structuring a sales meeting for your membership team, check out this article for some tips. We encourage you to give accountability a try at your chamber and let us know how it goes. Remember, we’re easy to talk to, and we want to help. Feel free to reach out with questions you have about weekly sales meetings, one-one-ones, or other membership sales issues. Sign up to receive our Mid-Week Membership Sales Tip delivered to your inbox every Wednesday. |
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