Are you seeing less enthusiasm in your sales force? You are not alone.
With each and every solution selling training workshop that we deliver, we hear tales of how much harder it is these days for sales teams to succeed – both internally and externally. Not only is the global economy more complex and intertwined but also the more local sales landscape has shifted. More and more customers are buying differently—they are better informed, expect more and arrive farther along in their buying process when they finally connect with a sales rep.
Many sales teams have not adjusted well to this new way of selling solutions. As a result, their sales reps are having a difficult time differentiating their offerings and selling unique solutions or value. The lack of enthusiasm you observe in your sales force is the result of their becoming disengaged due to unclear sales strategies, undifferentiated value propositions and increased internal and external administrative and legal hurdles. The sooner you can harness the full potential of your sales force by upgrading their ability to meet today’s challenges, the more enthusiastic and engaged they will be.
Our employee engagement survey uses three main drivers to measure sales force engagement.
Would it surprise you to know that our employee engagement research shows that sales forces consistently lag behind almost all organizational functions in terms of advocacy, discretionary effort and intent to stay? Perhaps not – high performing sales professionals typically have exceedingly high expectations regarding pay-for-performance, product and solution quality, future outlook and the effectiveness of related sales tools, processes and systems. If those expectations are not satisfied, they are at risk for disengagement.
As the growth engine and face of an organization, companies cannot afford to have a disengaged sales force. For every drop in advocacy, discretionary effort and intent to stay, there is a corresponding and direct drop in sales productivity. While the rate of sales productivity decline varies by company and industry, on average, a 10% drop in engagement equates to a 4% drop in sales productivity. This does not even include the hard and soft costs associated with the related sales turnover.
Sales leaders and managers cannot afford to disregard employee engagement as an “HR Thing.” It is a revenue growth, sales productivity and customer satisfaction thing. If you are concerned about sales engagement and performance, here are three steps we recommend you take:
Develop top sales talent: To effectively sell solutions, make sure that you identify and quantify the top few sales scenarios that matter most for your unique value proposition and sales strategy along with the critical few sales skills, behaviors and attitudes most likely for client success. Then use experiential-based solution selling training, targeted sales performance coaching and training measurement to drive sales performance.
Read more about developing top sales talent
Engage and Retain Top Sales Talent: Frequently measure the levels of employee advocacy, discretionary effort and intent to stay within your sales force and visibly take the steps necessary to become a highly engaged sales force that retains top sales talent.
Read more about engaging and retaining top sales talent
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Director, Human Resources
I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.
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Senior Marketing Manager
VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.
Cindee Van Vleck
Director Human Resources
Over the years, both at 3Com and now at Redback, I’ve found LSA Global to be a valuable resource. The recent compliance program that they delivered for Redback’s executive and management team was the right solution, of the highest of quality, and customized to our business and culture. I would highly recommend LSA to any company looking for top quality solutions.
Vice President of Human Resources
Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.
Director of Human Resources
What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.
Director of HR
LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.
Vice President, HR and IT
What a refreshing change from the half-baked psycho-babble you normally get from “training” organizations. LSA gives you the assistance you need to define and reach your goal, and then they give you a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”
Vice President Human Resources
LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.
Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.
SPO Partners & Co
Kim Silva, CFO
Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.
Chief Financial Officer
We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.
Vice President, Human Resources
SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.
I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.
Our relationship with LSA has been fantastic. We actually brag about their business value all the time. Their flexibility, focus, and ability to continuously deliver true results has been extremely refreshing and different than any other training outsourcing firm we have engaged.
Fortune 500 Financial Services Company
Senior Vice President Learning & Development
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