How to encourage accountability with your sales team

Accountability is one of the most important drivers of success for sales associates in a retail environment. When the entire sales team takes ownership of their actions and focuses on things that benefit the brand, it boosts their individual performance and improves the customer experience in a big way. 

Accountability issues reflect poorly on your shop, and they can also lead to job dissatisfaction and a poor associate experience. Opportunities for growth slip through the cracks and leave everyone involved feeling neglected.

For sales managers and brand owners, supporting the growth of accountability skills, and introducing tools that help, is an important part of overall success. This requires a focused approach. Things like training, the right sales software, and even a healthy sense of competition can help. Ultimately, sales managers need to hold team members accountable for a wide variety of things to make everything smoother and more successful.

Let’s dive into a few areas to build accountability with your retail sales associates. 

Accountability for products

One of the most important aspects of sales team accountability focuses on the product sold by your retail brand. This involves both knowledge about the items they sell and a certain level of care or appreciation for them. That doesn’t mean that all your sales reps must be diehard fans of each item. However, they must be ready to answer questions, give customers personalized recommendations, and build trust in both the pre- and post-sale process.

Product knowledge matters, and a successful sales team must go beyond memorizing features or options like color, size, and fabric. It involves understanding the benefits of each product, what actual or emotional needs and desires it can fill, and how best to fit it into the customer's lifestyle or interests. They need to be able to pick up an item, show it confidently to a shopper, and make them want it in order to get a sale and brand fan for life.

How can sales leaders create this type of accountability? Implement regular training sessions that go beyond the basics. Have hands-on demonstrations and create a sales culture full of enthusiasm. The associates you hire should already have an appropriate level of selling skill, so use effective leadership methods to equip them with in-depth product knowledge.

The more they care about the items they have to sell, the easier it will be to make unique recommendations to customers, explain the benefits of certain features, and show true enthusiasm for suggestions. This more personal connection to products leads to better customer interactions. In turn, these lead to higher sales, greater customer satisfaction, and increase loyalty to the brand over time.

Accountability skills for customers

Product knowledge matters, but dedication to customer care and relationship building matters even more. Associates who take responsibility for customers know that every interaction factors into the ultimate success or failure of the shop.

Proper sales coaching should therefore include a holistic approach to customer interactions. Follow-up is just as important as the initial sale. Accountability for customers means owning that relationship and making each person who interacts with the brand feel valued from start to finish.

It all starts with personalizing the customer experience. Sales reps should ensure that each interaction is tailored to the individual's specific needs. It is much easier to do this when you collect behavioral data with a powerful customer relationship management tool like Clientbook. 

While sales automation helps streamline this process, it is still up to the person to deliver the type of attention that customers truly want. It definitely helps in identifying high-value customers, remembering key details about their preferences and past purchases, and delivering bespoke care.

Accountability doesn’t end with the payment at the cash register or through an e-commerce portal. Follow-up plays a critical role in the overall customer accountability realm. Encourage sales associates to check in with customers after a purchase, answer any questions, and make them feel appreciated. This is often relegated to the marketing department or customer satisfaction team. Make sure they understand that sales performance is often tied to this commitment to the customer experience.

Accountability for the retail brand

Sales associates are often the face of the brand for everyday customers. They are the people in the brick-and-mortar shop who interact directly with them throughout the purchasing journey. This also makes them a key element in maintaining the reputation and integrity of the retail brand itself. Every customer interaction, sale, product recommendation, and question answered reflects on the company. 

Being accountable for the brand involves making sure that all actions align with the company's values. Employees must take some level of responsibility for delivering an excellent experience every time.

For people who take a leadership role, it is necessary to promote this type of accountability during the training process and throughout the time the associate is with the company. While you can tie this into job performance and things like their salary or commissions, it makes more sense to actually make them want to work hard for you.

Make it easy to stay accountable by maintaining consistency in the brand messaging. When a sales rep knows how to present the store, they are more likely to feel comfortable with it. Have a set method for dealing with both positive and negative customer feedback and reviews. Likewise, give the sales associate regular feedback to help them improve if necessary. Do not skimp on positive reinforcement and motivation techniques.

Conclusion

Encouraging the type of accountability that leads to brand success is an essential part of growing and improving your company. Associates need to feel this level of connection to products, customers, and the brand itself if you want a dedicated, responsible, and successful sales team on your side. 

Give them the tools they need to support their efforts. Clientbook’s sales assistant software helps streamline data collection, the personalized recommendation process, all important follow-up communication, and more. Book a demo today to see how Clientbook can make accountability easier to manage and more rewarding all around.