It is said that comfort breeds complacency. When I think of effective leaders, these individuals often trade comfort for accountability. This week I had the opportunity to sit down with Anthony, a Zone Sales Manager. As 2019’s ZSM of the Year in his region of the country, he’s an authority when it comes to getting the most out of himself and his team.

Sales is an emotional field. The highs are euphoric while the lows can be equally as crushing. Deciding how to guide and manage sales teams can be just as challenging when each individual receives coaching differently.

“Ultimately it comes down to two things. First, is finding and surrounding yourself with like-minded individuals who are hungry, want to succeed, willing to learn, and understand that our way is not always the best way. The other is holding people accountable for their results, actions, and goals. I’m a pain in the butt and as cuddly as a porcupine, but I push and fight for my team because that is how my team responds. I have loved watching them grow.”

In theory, principles of accountability will breed sustained excellence. In practice, we know that sometimes things just don’t go our way. In sales, more often than not, it won’t. An important pillar of Anthony’s role comes in making sure his team never stays down. As he says, “look at where you’ve been to get to where you want to go. In anything you do you have to dissect why it isn’t working to see if it is one little thing or several. Eventually something is going to stick so shake it up.”

Anthony is a force against stagnation. His fire is tangible and this week I plan on holding myself accountable for a strong close to 2019.