The F=A+R Principle in Sales Prakash Batna Show (PBS)

F=A+R - Freedom comes with Accountability and Responsibility.

Freedom with no responsibility, accountability and the professional, team, Organisation becomes directionless and haywire.

Successful companies and sales leaders grant certain degree of freedom–providing that the salespeople demonstrate a corresponding degree of responsibility and accountability along with it.

E+T = F Trust is certainly part of freedom, too. Employers are only going to grant freedom in any degree to salespeople if they can be trusted. No salesperson will last long if they are collecting a base salary and spending their days on the beach making fake calls.

Experience precedes Trust. Trust is developed by the sales leader only when the experience dealing with the salesperson is positive, credible and consistent.

So the hierarchy is this –

E+T = F = A+R

Positive experience, creates Trust and comes Freedom. However Freedom comes with Accountability and Responsibility

Take too much freedom away, and the sales team revolts.

Give too much freedom, and you’ll lose potential sales revenue.

A Sales leader, does not have the luxury of spending hours in training classes, learning how to walk the freedom line.

Today, I’ll give you a brief on how to identify team members who deserve freedom, and those who aren’t yet ready for it.

The New Hire

This one’s pretty easy to judge: Track every new hire’s activity level and make sure the new employee has sufficient daily activity to meet sales goals—until they prove themselves. Only then should you give a little freedom.

The Seasoned Salesperson

If you have a team member who’s been around the block and outperforms everyone else, don’t micromanage. You’ll risk alienating someone who’s hitting sales goals time and time again. In this case, freedom should be freely given.

The In-Between

For everyone else, follow this rule: The less you’re selling, the less freedom you get. But if you’ve never before tracked a salesperson’s activity and you start, your team will probably look at you as a micromanager.

Measuring a Salesperson’s Freedom Potential

The previous point brings us back to the importance of tracking activity. You should justify the need to track sales activity for every person on your team because it gives you the insight you need to gauge sales objectives–before it’s too late.

Let’s put it another way: Tracking and not micromanaging helps your salespeople perform better, and it helps the company increase revenue. That’s a win-win for everyone.

Track the prospects, not necessarily the salespeople. If you track where prospects are in the sales cycle, and who’s been contacted, you take the direct focus off of salespeople. That way, you can present a tracking report covering untouched prospects in a positive way, and help the salesperson see the untapped potential he should target.

And that’s it for today. Don’t take your freedom lightly and enjoy this independence day.

Do keep listening to my sales and selling podcast and Don’t forget to follow, like Hisales consulting on the LinkedIn and FB platform. Also check out my website www.hisales.in for free resources and blogs.

Lastly, let me know what you think and I greatly appreciate it. Myself Prakash Batna reminding you again “Selling is Fun, when you know How”. Take Care


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