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The Melting Pot Newsletter | #57

WHY NAILING ACCOUNTABILITY IS ESSENTIAL TO GROWING YOUR BUSINESS

Simple question.  Does your business have the right people, doing the right things in the right way?  It’s common for businesses that are growing rapidly to have a lack of clarity around who’s doing what.  Important facets of the company get forgotten, with little or no ownership resulting in inefficiency and poor performance.  

Sometimes I visit organisations that don’t even have an org chart.  They tell me, ‘We’re growing so fast it isn’t worth doing’ or ‘The CEO’s allergic to them’.  I can sympathise with this. The problem with org charts is they only show reporting lines and not who’s accountable for important, customer-impacting, cross-functional processes.

It’s worth me spelling out the difference between responsibility and accountability here.  With accountability, the buck stops with you. You own the issue, task or role entirely. If it goes wrong, you admit that the fault lies with you. Conversely, responsibility can be shared.  You can work with a team of people to divide responsibility equally. Responsibilities are often given out by the accountable person.

So, it’s vital that you nail down accountabilities as early as you can in your business.  Instead of focusing on out-of-date org charts that give no clear definition, you need a new set of tools to navigate your way through.  This is where the Fourth Rockefeller Habit kicks in. So, what does it suggest?

The Melting Pot With Dominic Monkhouse - Featured Image

Making channel sales work and discussing Sandler training with David Davies

Wondering if your business could have a channel as a route to market? Maybe you could have 1, 10, even 100 salespeople selling your product or service?  Or perhaps you want your salespeople to be more effective, but you know that no one likes pushy salespeople – so where is the balance to be struck? Then you need to listen to Sandler trainer David Davies in this week’s episode of The Melting Pot.

“Having ‘salesperson’ on your business card does not make you a professional salesperson. And yet with all those millions and millions of pounds invested in sales, training, sales techniques and sales tactics, the results are the same today as they were when I started out.”

David has been in sales for over 35 years. He’s now a Sandler trainer based in Reading, Berkshire and the vast majority of the time he’s been involved in tech. But that doesn’t mean that what he’s got to say isn’t relevant to your industry, because David’s approach to sales is applicable whatever your business. 

“The Sandler sales methodology is a B2C business as much as a B2B business. It’s as much for the individual as it is for the organisation.”


Recommended Podcasts

In this podcast, we will show you how to go from start-up to scale-up and beyond! Introducing your host, entrepreneur, investor and scale-up specialist, Nick Bradley. “In business and in life – be grateful, be brave, have faith, show up”.


Scaling Up Services is a podcast devoted to helping founders, partners, CEOs, key executives, and managers of service-based businesses scale their companies faster and with less drama.


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GOOGLE’S BEST LEADERS STRETCH AND GROW THEIR TEAMS IN THESE 4 SAVVY WAYS

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Wake Up: A Handbook to Living in the Here and Now

We all know the feeling of driving a long distance and arriving at our destination with little memory of the journey. That’s because when we are doing routine activities our subconscious takes over to save energy: we are on autopilot.

This doesn’t just happen when we drive. It happens every day when we are at work, with our loved ones, or simply living our lives. Wake Up! is a series of experiments designed to help you break free from this trap. From climbing a tree to writing a letter, here are a year’s worth of balanced, playful experiences that will engage your imagination and stimulate your senses.

By escaping autopilot more often you’ll feel tuned in, tap in to who you really are, and make every day count.


Multipliers

A revised and updated edition of the acclaimed Wall Street Journal bestseller that explores why some leaders drain capability and intelligence from their teams while others amplify it to produce better results. We’ve all had experience with two dramatically different types of leaders. The first type drains intelligence, energy, and capability from the people around them and always needs to be the smartest person in the room. These are the idea killers, the energy sappers, the diminishers of talent and commitment. On the other side of the spectrum are leaders who use their intelligence to amplify the smarts and capabilities of the people around them. When these leaders walk into a room, light bulbs go off over people’s heads; ideas flow and problems get solved. These are the leaders who inspire employees to stretch themselves to deliver results that surpass expectations. These are the Multipliers. And the world needs more of them, especially now when leaders are expected to do more with less.

Want to scale up? Join my newsletter to receive a copy of my book, ‘F**K Plan B: How to scale your technology business faster and achieve Plan A’.