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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Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.
Senior Project Manager
We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.
Julaine K. Souza
Senior Vice President
We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.
Vice President Human Resources
We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.
HR Manager, BU Radiology Informatics
The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.
I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.
Human Resource Manager
PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.
Vice President of Human Resources
Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.
Frank J. Kuypers
Business Development Manager
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
Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.
Workforce Planning Bureau
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
Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.
Human Resources Business Partner
We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.
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
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