How to's

How to Hold Your Team Accountable Using Followup CRM

September 23, 2021
Courtney Fuller

In an organization where multiple individuals work under an administration to achieve a common goal, everyone needs to be held accountable for the work they’re doing.  

However, without a proper, streamlined system in place, it’s hard to hold different team members accountable. That’s where Followup CRM comes into play.

Using Followup CRM, you can get your hands on all the information you need to hold different team members accountable. In this article, we talk about the best practices you can leverage using Followup CRM to achieve that goal.  

Be noted that we have developed these practices after years and years of work in the construction industry. We have collaborated with hundreds of construction organizations over the years; that’s how we came up with these best practices, so you can implement them in your system.  

Without any further ado, let’s dive in.  

Set expectations with the team

The first thing you want to do is to communicate how important it is to utilize Followup CRM to perform daily tasks and track activities. Address each of your team members and tell them how you want them to use Followup CRM every day.  

Furthermore, let them know you will check their activity progress during the weekly sales meetings — and if they don’t meet the preset expectations, they will be held accountable.  

hold-sales-team-accountable

Remember, as you’re the team leader, the rest of the members will be looking up to you and follow whatever you do. So, to promote the usage of Followup CRM in your team members, make sure you’re making the most out of it yourself, too.  

Set up weekly accountability

After you’ve clearly communicated your expectations, you need to hold your team accountable every week.  

The best way to do it is to project Followup CRM onto the screen during your sales meetings and walk through every important piece of information.  

Look at how every team member is performing and if the weekly goals are being met. If they’re not, use Followup CRM to figure out who’s bottlenecking the system. As the team is present right in front of the projected data, underperformers can’t deny their underwhelming performance.  

Peer accountability

This is a practice that not every construction company honors, but the ones who do, are the best of the best. Throughout our years of working with various construction companies, we have seen many top-of-the-line construction firms practice this trend.  

With peer accountability, you let your salesperson or the project manager present their progress themselves. That means you empower your team members to talk up and tell everyone what they have been doing throughout the week; what they bid; what they won; what they lost; what they’re planning to do the following week and month. Furthermore, practicing this activity can let different team members pinpoint what they need from the administration to overcome their work hurdles.  

The best part is, peer accountability doesn’t take too long. Basically, every manager or salesperson would only have to present themselves for a few minutes and they’re good to go.  

If it’s not in Followup CRM, it doesn’t exist

Top construction companies encourage their employees to enter all of their activities into Followup CRM. If an entry isn’t there in Followup, that means it doesn’t exist at all.  

This practice is especially useful in dodging scenarios where a team member would say they have completed a specific activity, but they haven’t. You should clearly communicate only the activities that are enlisted in Followup CRM are going to be considered; everything else will be completely neglected.  

hold-sales-team-accountable

Pay commissions from system reports

Another way you can encourage your team to actively reflect their progress in Followup CRM is to base your compensations and commissions on system-generated reports.  

Tell your team the commission they receive will be based on the recursive reports generated by the Followup CRM system. If an activity isn’t reflected in the report, that means it doesn’t exist, so the team member who claims to have completed the activity doesn’t get paid.  

The bottom line

A team where every member does their job relentlessly is destined to succeed in the long run. And, accountability is the best way to ensure everyone is doing what they’re supposed to do.

You can use Followup CRM to hold your team responsible in many ways. This article mentions the top, best practices of accountability that we have learned over the years working with hundreds of construction companies.

Use these practices in collaboration with Followup CRM and see your sales and wins skyrocket.

If you want to see what Followup CRM can do and the value it brings to your construction company, click here to request a live demo.

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