Unbound Growth Blog

How accountability impacts salespeople according to data

Posted by Carole Mahoney  10/12/19 7:30 PM

Accountability. It seems so simple- just do what you say you would, right? However, there are a lot of variables that will influence whether it has a positive, or negative impact.

One case study done with the United Kingdom's Royal Air Force showed that accountability can promote effective learning, if people report problems quickly, accurately and take follow‐up action. But this only happens if reporting failures doesn’t result in punishment.

One study of 40,000 people showed they only got feedback when something goes wrong and they had no idea what the company is trying to achieve. This same study showed that out of those who need to hold others accountable, they either try and fail or avoid it altogether.

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Topics: goal setting


Posted by Carole Mahoney  10/19/17 12:09 PM

This is my favorite question, just like an annoying four-year-old. And since the popularity of Simon Sinek's book “Start with Why” it seems to be the thing on everybody's mind.

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Topics: sales coach, goal setting

The Unnoticed Obstacle to Achieving Your Sales Goals

Posted by Carole Mahoney  8/18/17 2:09 PM

Lately, I have observed that several of the clients I have been working with, from salesperson to VP, have struggled with maintaining a positive outlook. No surprise when you consider that some studies show that 60-70% of our daily thoughts are negative, and not only that, but 95% of our thoughts are repetitive. So not only are they bad, they’re repeating themselves a lot. No wonder creating a positive outlook was one of the hardest things I had to do when I got into sales! It gets easier, but like most things- if you don’t use it, you lose it. Daily maintenance is crucial.

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Topics: goal setting, sales science

How do you develop your 5am worthy goal?

Posted by Carole Mahoney  1/4/17 5:00 AM

I am not, nor have I ever been, a morning person. Even at birth, I didn’t want to ‘wake up’ (I was 4 weeks over my due date- keep in mind this was in the 70’s…) In grade school, I got scolded a lot from my mother to ‘get back to bed’ when I would sneak downstairs to see what the grownups were doing. Later in high school, I had a flashlight under my bed to read the 2-3 books I had going at the time. Getting up 5 min before the bus got there was normal.

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Topics: sales mindsets, goal setting

Why you won't make quota

Posted by Carole Mahoney  9/1/16 10:58 AM

How many headlines a day do you read about "hitting your quota"? Jeez!- it's not about hitting your quota is it? Aren't your goals bigger than your quota? No? Hmmm, maybe that’s why you can’t hit your quota?

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Topics: sales coach, goal setting

What problem do you solve?

Posted by Carole Mahoney  12/31/15 7:30 AM

I wasn't planning on this being my last post of 2015, but after I saw this image shared by Jennifer Georgino on LinkedIn it got me to thinking.

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Topics: goal setting

What's a million dollars worth to you?

Posted by Carole Mahoney  11/11/15 8:00 AM

Donald Trump has been given a lot of slack for his comments recently that “It has not been easy for me... And you know I started off in Brooklyn, my father gave me a small loan of a million dollars.” His point was that a million dollars was small compared to what he built with it. But a lot of people’s response was “A million dollars? Most people hope to make that in their lifetime!”

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Topics: goal setting

What's your real goal setting mindset?

Posted by Carole Mahoney  6/30/15 8:00 AM

Goal setting has been a hot topic lately with coaching clients- both new and existing. For new clients, they are trying to figure out what it is that they really want. What is it that is so personally compelling to them that they will do whatever it takes to make it happen?

For existing clients, it's figuring out what's next. They have reached their first set of goals, and with it face new challenges (like having to hire their first, or more new employees). 

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Topics: goal setting

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"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

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