Every sales organization shares the same challenges: Keeping high-performing and
high-potential sales people on the team, finding ways to boost sales productivity,
retaining customers and keeping them satisfied in a competitive marketplace and
driving top line revenue for bottom line growth.
Sales enablement and a host of quick fix solutions promise to do it all. However, they
often disappoint, not coming through as the “cure all” that was anticipated. That’s because
those fixes are too small and can’t be sustained. There’s only one magic bullet that, accord-ing
to reams of research, actually delivers in all those important areas.
Sadly, this true solution is often overlooked. It may seem too lofty, too theoretical, too
much of a luxury. It’s none of these. The true solution is concrete, within reach and a busi-ness
imperative. It’s employee engagement.
In the average company, up to 80 per cent of employees are moderately engaged or
actively disengaged. That means only two out 10 employees are actively engaged in their
work. That’s why business results suffer and there seems to be a revolving door of employ-ees
coming and going. It is why customers are dissatisfied and why sellers struggle mightily
to attain their quotas.
lightwise / 123RF
THE LINKS BETWEEN
By Deb Calvert
HRPROFESSIONALNOW.CA ❚ CONFERENCE ISSUE 2019 ❚ 37