Engagement is a tricky concept. Difficult to comprehend to some. Even more difficult to instill and maintain. According to a recent Gallup poll, only 13% of employees are ‘engaged’; 49.5% are ‘not engaged’; and 26.6% are ‘actively disengaged’. Disengagement affects businesses in huge numbers. According to Bloomberg BNA, companies lose some US$11 billion annually thanks to employee turnover. Disengagement helps drive that phenomenon. Companies would want their employees to be engaged and motivated in order to increase team productivity.
As for the members of your sales team (who sell for a living!), they might be losing their grip on their weekly goals, trying their best to keep their valuable clients happy. Some might be doing it wrong; some might be doing it right, but their team doesn’t know; and yet others might not be doing anything at all. It’s important to keep your sales team rolling, and back them in order to close a deal.
Here are four ways to keep them engaged and selling!
1. “You can do it. Come on!”
Instill confidence in your team. Let them know the company values them and their work is counted on. Keep boosting their morale. Let them know how their contribution is meaningful. Remind them of their strengths. When you let them know you respect them, they’ll fight tooth and nail to retain that respect. And you get to be the supportive leader, so it’s a win-win!
2. Recognize their accomplishments
Recognize them in public or through your team’s communication channel. Around 78% of employees say they’ll work harder if they get appreciated. Commissions and incentives are periodic – given at the end of a month or year, or after closing a deal. Making small wins public and appreciating the work of team members more often will boost their morale. Share positive emails from customers and good news about your company. These little things have a big impact.
3. Keep them motivated
Make sure their goals align with your company’s. Motivate them to work in that direction constantly. Have regular sales contests and create an eco-system that inspires performance. You need to push them every time they slow down, directly or indirectly.
“People say motivation doesn’t last. Well, neither does bathing. That’s why we recommend it daily.”
– Zig Ziglar
4. Feedback, feedback, feedback!
Schedule weekly or monthly one-on-one meetings to give each employee regular and honest feedback. It has been observed that roughly 65% of employees say they want effective feedback that can help them to know where they are going wrong and how to change course, and in return increase their productivity. Praise them for their wins, but also let them know what more they could have achieved and how. Keep communications open – let them know you’re a phone call away. Remember also that transparency is the key to develop strong employee engagement; and for that to happen, there should be clear communication with your team members. They’ll respect you more if they know you value them.
5. Set your team up for success
Know and understand the needs of your sales team. Provide them with the tools to measure and achieve success. Sales acceleration and Sales enablement products are becoming more and more a standard fro sales teams. They provide a platform to engage, motivate, and enable teams.
With the right approach to leading your sales team, you get to be the perfect manager and, also, have a top-producing sales team. Guide them towards success and build a healthy relationship with them. This bond between leader and employee drives engagement more than anything else. What are you waiting for? Start engaging your sales team today!