When’s the last time you met a successful business entrepreneur or sales professional who didn’t exude confidence? To achieve success in business – and especially in sales – you need to be self-assured. Walk into a sales presentation or networking event with self-doubt, and others will inevitably doubt you and the value of what you offer.

In addition to a healthy dose of self-confidence, most business entrepreneurs and sales professionals are also determined self-starters. Driving sales and building a business or brand takes both ambition and commitment to staying the course whatever obstacles come your way.

In recent weeks, I’ve talked about the importance of having a specific, measurable plan moving into the 2016 calendar year. Without a plan, you may be moving, but in what direction? And with what results?

The reason many confident self-starters with clear goals and action plans struggle is that they lack accountability. Whether you work in sales or run a business, accountability is key to keeping you on track in the face of obstacles, especially as you strive to reach long-term goals.

Motivation isn’t a substitute for accountability. Why? Because motivation isn’t a constant; it fluctuates. Accountability is meant to keep us on track as our motivation ebbs and flows.
We’re now a few weeks into 2016. Have you identified what personal and professional goals you want to achieve this year but are struggling to stay committed to your action plan? If your answer is yes, then it’s important to understand why the absence of accountability might be jeopardizing your success.

First, let’s define our terms. Accountability is when you’re obligated or expected to justify your decisions or actions to another person or group.

When you commit to regularly checking in and giving honest updates with an accountability partner — a respected mentor or master business strategist — you take a huge step toward achieving your goals. An accountability partner is key to the transformation from where you are today to building a legacy business.

Accountability isn’t just important in business, it’s critical in all areas of life. Have you set a weight loss or exercise goal? It can be difficult to track your progress and stay on track without someone you respect and trust holding you accountable. Whatever area of your life you’re looking to grow in, the same accountability principle applies.

At Celeste Giordano Coaching, we hold entrepreneurs and sales professionals accountable to do the things they set out to do daily, monthly and annually. How many prospecting calls did you make this month? Did you reach your sales quota? Do you find yourself slacking toward the end of the week?

If you’re like most people, touching base regularly with an accountability partner will keep you honest, focused and receptive to advice and constructive criticism that will empower you to build a legacy business and “double plus” your income this year.

Stay tuned for next week’s blog article where we’ll review the ABCs of Accountability. You’ll learn practical steps you can take to stay accountable and achieve greater prosperity this year.

Until then, remember: You either make yourself accountable or you will be made accountable by your circumstances.