The most effective way to drive accountability and consistent performance, whether in the warehouse, on the road, in the office, or out in the field is to create a shared identity.
When your team sees themselves as part of something bigger, they’ll naturally rise to the standards that “people like us” live by.
I learned about this idea from Seth Godin. He explains that this is how the best business cultures and loyal communities work.
You don’t just follow rules, you act a certain way because that’s what people like you do.
Seth also emphasizes that story and status drive action.
If a story gives someone a meaningful role, and others recognize them for it, they’re more likely to repeat that behavior.
Key Points:
Build Identity, Not Just Rules
Instead of giving orders, define what your team stands for: “We’re the kind of people who run a clean, organized warehouse, because we take pride in our space.”Use the “People Like Us…” Language
Reinforce culture by saying things like: “People like us don’t cut corners,” or “People like us check the delivery twice before rolling out.”Create a Reputation to Live Up To
Give your team a positive label: “Our drivers are the most courteous in the market,” or “Our warehouse crew runs the tightest ship in the business.”Recognize Identity-Based Wins
Don’t just reward numbers, call out behaviors that reflect the team’s values: “Now, that’s what it means to own your territory.”Apply It Across All Roles
Whether it’s a sales rep building relationships, a delivery driver handling with care, or an office admin tracking orders, always reinforce: “This is how we do things around here.”
Do this next:
- Watch the video below: A New Approach to Accountability for Beer Wholesalers
- Join our network of beer wholesaler owners – sharing ideas and best practices to run a stronger beer business
