The Gift of Responsibility: How to Use Ownership to Drive Sales and Business Growth
The Gift of Responsibility: How to Use Ownership to Drive Sales and Business Growth
By Joe Crisara
Welcome back to the Service MVP Blog, where I help service professionals like you create more value, achieve bigger results, and grow your business.
Today, I want to talk about one of the most powerful principles in both life and sales: the gift of responsibility.
This lesson comes straight from a conversation I had with my good friend and sales legend, Rick Picard. Rick’s journey from installing furnaces in 1979 to generating over $12 million in annual sales wasn’t luck. It was the result of taking full ownership of every outcome in his career and personal life.
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Why Responsibility is the Foundation of Sales Success
Let me be clear: Responsibility isn’t just a business skill—it’s a life skill.
When I coach service professionals, I often see this missing piece. Many people are quick to blame the economy, “cheap customers,” or competitors for their struggles. But when you take full ownership of your outcomes, everything changes.
Rick said it perfectly:
“Once I realized I could control my outcomes instead of blaming the competition or economy, everything changed.”
If you want explosive growth in sales and business, responsibility must become your default mindset.
From Blame to Breakthrough
Rick shared a powerful personal story about his daughter and her fiancé. Their relationship was struggling because they were both stuck in blame mode. But when each took responsibility for their actions, healing—and growth—became possible.
It’s the same in sales:
- Stop blaming “cheap customers” or “bad leads.”
- Start asking: “What can I do better next time?”
Responsibility gives you the power to fix problems instead of waiting for someone else to change.
How Responsibility Builds Customer Trust
In service sales, trust is the currency of success. And customers can feel when you take full responsibility—not just in what you say, but in what you do.
Tangible ways to show responsibility:
- Present high, mid, and economy options so clients can choose what’s best for them.
- Offer long-term warranties and affordable financing options.
- Prepare detailed, organized project information for installers.
- Provide personalized, motive-driven solutions instead of one-size-fits-all quotes.
Intangible ways to show responsibility:
- Meet face-to-face to explain estimates instead of just emailing numbers.
- Advocate for the client—even if that means recommending a lower-cost solution.
- Own your mistakes without pointing fingers.
Rick sells HVAC systems that cost over $50,000, not because he’s lucky, but because he takes full responsibility for making it affordable, valuable, and trustworthy.
Taking Responsibility Within Your Team
Responsibility doesn’t stop with customers—it applies to how you work with your team.
The best sales professionals I know don’t blame their project managers, installers, or coworkers. Instead, they ask:
“What can I do to improve communication and collaboration?”
Rick excels at this because he:
- Creates detailed videos and job notes for installers.
- Collaborates with project managers in weekly planning sessions.
- Attends leadership and business development seminars to constantly improve.
Remember this rule:
“If a job goes wrong, ask: ‘What could I have done better?’ Not ‘Who screwed this up?’”
Pure Motive Service: A Framework for Responsibility
One of Rick’s greatest contributions to the industry is embracing the Pure Motive Service philosophy—a framework we live by at Service MVP.
Pure Motive Service means:
- Putting the customer first—always.
- Taking full responsibility for how you communicate, deliver, and follow up.
- Offering solutions with total transparency and zero pressure.
This approach isn’t just ethical, it’s good business. It leads to higher trust, better close rates, and stronger customer loyalty.
Final Thoughts: Responsibility Is a Gift
Responsibility isn’t a burden, it’s a gift.
It gives you the power to grow, earn trust, and lead with confidence. Whether you’re improving your sales process, leading a team, or strengthening family relationships, responsibility is the key to sustainable success.
Ready to Take Your Sales to the Next Level?
If you’re ready to master responsibility—and other high-level sales skills—join the Service MVP Club.
Inside, you’ll get:
- Self-paced training designed for busy professionals
- Weekly live coaching with me to keep you accountable and growing
- Proven frameworks to increase sales, build trust, and grow your business
Click here to learn more and join today.
To your transformation,
Joe Crisara
America’s Service Sales Coach | Co-Founder of Service MVP
