Typical sales accountabilities are prospecting, closing the sale, post sales service, and administrative activities. What is the most important function? Is closing the sale more important than prospecting? Prioritizing accountabilities ensure the leader and the direct report are on the same page.Leaders should spend time with their direct report and help them prioritize their accountabilities. If everything seems equal, at least come up with a #1 priority (the best way to determine the #1 accountability is to ask if the direct report has an extra 30 minutes before their week ends, in what job function should they spend their time).
Leaders who prioritize their direct report’s job functions empower them to focus on what’s most important for success.