Sales Logic - Selling Strategies That Work
Jul 7, 2026 · 21 min · 10 segments
Lightning Round: 10 Ways to Find New Prospects Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and…
Well, I think one of the most important things you need to do with accountability in sales is flip how you think about accountability.
I don't know about you, Mark, but when I was coming up in sales, there was nothing else I hated worse than hearing that my boss was going to hold me accountable.
He was gonna come and look at my results, give me no other advice, and just come down hard on me.
What accountability is, is about, it's as much about understanding what you're doing right so you can continue to do more of it, as it is about what you're doing wrong so you can stop doing that.
Accountability helps you do one thing, and that is get more effective at sales.
So accountability starts within, but accountability also extends to your customers.
Because again, you truly have to be accountable to your customers, 'cause if you're not accountable to your customers, something's gonna go wrong.
I think accountability looks like, um, to yourself, I think number one is you need to not focus so much on the results you're holding yourself accountable to, and more on the actions you hold yourself accountable to.
I don't know about you, um, any of you listening, but you know, for those of you who have ever been on a health journey, whether it's as extreme as training for a marathon, or it's just the fact that, you know, you wanna shed a few pounds, what do you start with? You start with the plan and the strategy of how you're gonna get there.
You have to decide what you're going to hold yourself accountable for.
And this means being accountable at a level of commitment that you're gonna put in the work.
Well, I think one of the most important things you need to do with accountability in sales is flip how you think about accountability.
I don't know about you, Mark, but when I was coming up in sales, there was nothing else I hated worse than hearing that my boss was going to hold me accountable.
He was gonna come and look at my results, give me no other advice, and just come down hard on me.
What accountability is, is about, it's as much about understanding what you're doing right so you can continue to do more of it, as it is about what you're doing wrong so you can stop doing that.
Accountability helps you do one thing, and that is get more effective at sales.
So accountability starts within, but accountability also extends to your customers.
Because again, you truly have to be accountable to your customers, 'cause if you're not accountable to your customers, something's gonna go wrong.
I think accountability looks like, um, to yourself, I think number one is you need to not focus so much on the results you're holding yourself accountable to, and more on the actions you hold yourself accountable to.
I don't know about you, um, any of you listening, but you know, for those of you who have ever been on a health journey, whether it's as extreme as training for a marathon, or it's just the fact that, you know, you wanna shed a few pounds, what do you start with? You start with the plan and the strategy of how you're gonna get there.
You have to decide what you're going to hold yourself accountable for.
And this means being accountable at a level of commitment that you're gonna put in the work.
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