How to Combat Disengagement to Put Power and Passion Back Into Your Sales Team

By The Brooks Group 

You’ve probably trimmed all the fat out of your budget and let under-performers go. You thought you were retaining the best and brightest, but now you’re fighting disengagement of even your (previously) most reliable employees. images

Survey after survey describes an American workforce that’s disconnected and tuned out. Consulting firm BlessingWhite found fewer than 1 in 3 employees (29%) are fully engaged and 19% are actually disengaged. Gallup asserts that, “In average organizations, the ratio of engaged to actively disengaged employees is 1.5:1.” And the Corporate Executive Board says disengaged employees are putting forth even less “discretionary effort” – at least 53% less – than they did a few years ago.

Just imagine if you could get your employees to start giving that 53% again… wouldn’t it transform your organization?

One area in which we see the serious consequences of disengagement is sales. To achieve sales goals and keep steady revenues rolling into your organization requires commitment to the sales role; in contrast, a disengaged sales team can pull even a strong company down.  It’s up to you as a sales leader to tap into your team’s potential to get superior results.

The good news is that with a little dedication and creativity you can put the power and passion back into your team: It’s about knowing the strengths of each individual on your team, determining what motivates them, communicating expectations, and being diligent about holding them accountable for meeting their goals. […Continue Reading…]