Anchors for Accountability: A Lesson in Employee Development
The number one reason a company or individual does not sign up for Cardone University is they don’t think their people are going to use the program. Even when they tell us it’s something else. We hear very legitimate reasons why not. Many will say they don’t have the budget, others say they don’t sign contracts and the rest will say there’s too much going on to take on another project. When we dig a little deeper, more often than not, the real reason they don’t have the budget, don’t do contracts, etc is… well, why would you budget for or commit to anything that you believe will not got utilized?
Do you have any anchors for accountability?
Let’s look at the definition of an anchor real quick. Obvious, I know, but stay with me on this. From Wikipedia, “An anchor is a device, normally made of metal, used to connect a vessel to the bed of a body of water to prevent the craft from drifting due to wind or current.”
Bringing this to your employees, what are you doing to prevent your people from drifting? What types of currents and wind are they being exposed to every single day?
The estimated annual cost of employee disengagement to the U.S. economy is between $450 and $500 billion and at any given time, almost 70% of all employees are disengaged at work. Meaning their body is at work and that’s about it.
When does a real anchor kick in?
Immediately. Anchors work right away. There is a small amount of slack and then once the boat drifts part a certain point, it tightens. The ship stays put. It cannot drift or get pulled too far in the wrong direction.
A couple tweaks that changed everything
If there was a tweak or two you could make with your current sales training (any sales training, not just ours) that would increase your gross profits by over 100%, would you want to hear about it?
This is what recently happened to a Cardone University client in the masonry industry when they implemented accountability anchors. One of their sales people went from doing deals worth $2,000 to deals worth $200,000. You don’t have to believe it right now. You should be skeptical. What I want you to ask though, is how could that happen? I mean, what would it be worth to see your salespeople increase profitability by 100 percent? Never mind the impact on the bottom line and the business, but what would this mean to a salesperson’s family?
Here’s exactly what they do…
Daily training inside Cardone University is not an option in this company. It’s a condition of employment for the entire team. And who is on the team? Everyone. So at a designated and consistent time, in a group text, the owner of the company fires off the first of what will become several screen shots indicating the training that HE did that morning. His screen shot is followed by a screen shot from one of his manager’s and then another. Soon salespeople are chiming in which leads to a group chat about what they got from today’s training.
This is a strong example with what it looks like when you are dedicated to success rather than in love with the idea of success. They use the group text for exposure of who is and who is not completing the training and to immediately target why someone did not get it done. They have conversations right away with anyone that is not doing it and fix it immediately with the expectation of getting it accomplished no matter what.
And this starts at the top: How to get buy in.
Managers and leaders, are your employees are not engaging in the sales training you’re providing them? Are you’re struggling with getting them to buy-in? Here are 3 things you can start doing right away to immediately get the buy in.
- Follow the example from our client and lead from the front. When you’re training daily, they have no excuse at all.
- Be completely transparent with everyone’s training activity. Everyone needs to know who is and who is not engaging in the program, because everyone needs to be doing something every day to get and be better.
- Training needs to be done as a group as well as individually. Independent study combined with group training and role-play has been shown to increase sales volume and profits 15-30% in 90 days or less while reducing extraneous costs and believe it or not, expanding market share.