Did you know that if a salesperson sets a goal and writes it down, his or her chances of achieving that goal are only 37 percent? That is not very exciting, is it?

However, if a salesperson:

1. Sets a goal: Set three appointments with qualified prospects this week;
2. Writes it down in the present tense: “I set three appointments with qualified prospects by Friday”
3. Commits to weekly activities: Make a list of 100+ prospects, practice my laser-sharp value proposition, create a call to action, make daily prospecting calls, record my calls, record and listen to a few of my calls, attend two networking events, craft a follow-up email message, keep track of my daily achievements, have fun;
4. Shares their weekly commitments with a coach, friend, or colleague on Monday morning; and
5. Reports on their progress to their accountability partner on Friday afternoon …

… the chances of achieving their goal go up to 76 percent!* That is an incredible number, isn’t it?

Accountability is the willingness to stand in responsibility for one’s sales activity. It is acting with integrity, doing what we say we will do. We have the courage to face sales goals willingly. We are open to the daily lessons and are prepared to make adjustments. With accountability, people can rely on us because we are answerable for our actions. We live up to our commitments. We demonstrate follow through. Accountability promotes self-discipline.

Who do you know who is serious about achieving mega goals this year? I highly recommend you find someone as eager as you are to achieve your goals. I do not recommend a spouse or significant other as an accountability partner. Find someone you admire and hold in high regard. The goal is to report on your progress without excuses and without judgment. Always tell the truth. If your partner committed to several actions and only achieved one or two, just listen. Commit to being accountability buddies for at least four to six weeks and then reassess your results.