Are You Inspecting What You Expect?

In sales, success often hinges on partnerships—with sales support, marketing, product, or maybe customer success teams. But there’s an adage that reminds us of something crucial: “Inspect what you expect.” What does that mean for us as sales professionals and leaders?

Simply put, it’s about accountability and follow-through. When we set clear expectations, we give our partners a roadmap to understand their role in the sales process. But setting those expectations is only the beginning. Inspecting them means we follow up, check-in, and ensure alignment. This isn’t about micromanaging but strengthening our partnerships and keeping momentum on track.

So how do we “inspect” without overstepping?

Here’s the balance: for some sales professionals, we aren’t the “boss” of our internal or external stakeholders but rely on them for success. Our role guides the process by setting the right “ask” and keeping communication open.

When we check in, we show that we’re as invested in our partners’ contributions as we are in our work. This approach builds a culture of shared accountability and trust.

Remember: Accountability starts with us. By consistently inspecting what we expect, we create a support system that propels everyone forward.

Call to Action

Assess:

Take a moment to reflect on the expectations you’ve set with your internal partners. Are they clear and actionable?

Connect:

Schedule a quick check-in with key stakeholders this week to align on shared goals and address any obstacles.

Commit:

Embrace follow-through as part of your sales routine. Make accountability your standard, and watch how it transforms your results and relationships.

Let’s lead with purpose and accountability, building momentum that drives success across the board!