¿Qué haces si tu equipo de ventas no está comprometido?

I've noticed that creating an environment that focuses on team concerns, motivations, and morale will in turn create a work environment where everyone will want to be involved. Encouraging feedback from the team leads in a positive manner has also helped the success in any team that I had worked with as well. Look to environments that prioritize well being as well, this can push the collective mood of the team and make sure that future disengagement can be uprooted.

There was a time in my career when our team faced significant disengagement due to various challenges. With just three weeks left in the quarter, we took a strategic four-day fishing retreat to regroup. This time away allowed everyone to refocus and realign their energies. Rejuvenated, we returned and closed the quarter with record-breaking results. It was a remarkable turnaround.

Successful sales leaders are engaged with their teams playing both a coach and a runner. They are driving either from behind or front. It's the only way to genuinely signal confidence to executive leadership that teams are delivering to business plan. Hands-off leaders are able to function successfully because of building and experiencing trusting relationships with the team. In the absence of either of the above styles in sales leadership, there is a need to assess morale because leaders are not in sync with the morale of their teams. In such a need, morale assessments are safely done by appreciative inquiry sessions 1-on-1 with each team members.

If your sales team is disengaged, it's crucial to identify the root causes. Open communication, understanding individual motivations, providing training and support, and recognizing achievements can help reignite their enthusiasm. Additionally, fostering a positive and collaborative team culture can make a significant difference.

To be real, there are a lot of factors that affect the contribution of a sales team. In my experience market and product portfolio being the two most critical. If customers aren't buying and your products are lagging it is easy to find your team disengaged. As a sales engineer it is my job to find the light at the end of the tunnel. If you know your customers and their business needs you can always find ways to benefit. Be creative and find opportunity. Account teams are driven by opportunity if you want to get them engaged find that opportunity!

I will take the time to identify the root causes. This involves understanding whether the disengagement is due to low morale, lack of motivation, unclear expectations, poor communication, training, etc. To do so, I will conduct surveys, hold one-on-one meetings with the team, and encourage open communication to gather feedback and insights from the team members. Once I have identified the root causes, I will set clear expectations for my sales team. This includes defining sales goals, targets, training, and expectations. I will also ensure they understand what is expected of them and how their performance will be measured. Additionally, I will provide regular feedback and performance reviews to keep them aligned with organizational goals.

If the sales team is disengaged, it's essential to address the root causes promptly. Identifying the reasons behind their disengagement through open communication channels and feedback mechanisms can be a good start. Once you understand the issues, take proactive steps to revitalize their motivation and productivity. This could include setting clear expectations and goals, providing training and development opportunities, R&R performance, fostering a positive work environment, addressing issues promptly, leading by example, encouraging autonomy and empowerment, and continuously monitoring progress and adjusting strategies as needed. By prioritizing well-being and engagement, you can create a more motivated and successful sales organization.

Some of the things to consider in order to identify reasons before solving for it. 1. Long pending issues with the product/platform which makes it difficult for sales engineers to demo and show around to prospects and customers. 2. Lack of collaboration with Product/Engineering teams. Sales engineers are sometimes in the dark about changes/improvements made to the product. Instances where management decides to change the pitch/positioning for certain prospects without keeping sales engineers well informed. 3. Tailored pitches, scripted demos, fabricated POCs makes it difficult for sales engineers to be real and win customers trust sometimes. Depending on the reason(s) a custom approach can be applied to improve on engagement.

If I notice disengagement in the sales team, my initial step would be to initiate open and honest communication to understand their challenges and concerns. Based on these conversations I would potentially introduce targeted training sessions to reinforce the value of our products and their problem-solving capabilities, helping to reignite the team's motivation. I would also recommend regular feedback sessions and motivational meetings to align personal and organizational goals, along with recognizing and rewarding their achievements to enhance morale.

Goal Setting is the crux of leading a sales team! A sales leader needs to take into account: - Team strengths and weaknesses (the whole team struggles to sell X so get training on X or change pricing, etc.) - Individual salesperson strengths and weaknesses ** Each salesperson has their own unique strengths and weaknesses that affect their ability to hit quota. ** EX: Pair the strong financial seller with the technical seller. They will fill in one another's gaps while learning from each other. Due to character restraints I'll close with this: Sales Leaders needs to own the goal setting, take all of the data points and trends from their team to tailor individual goals that together will meet the team goals.

HERE'S A BLUEPRINT: - Observed Area of Opportunity - Observed Behaviors - Reps Feedback on the Observed Behaviors - Defined and Measurable KPI to be improved - Start KPI Rate and Start Action Plan Date - KPI's Goal and Action Plan's End Date - Weekly Breakdown and actions to be taken for improvement Meet weekly, review progress, adjust, and close the month with a performance review. The five-week action plan is what works best for my team. And never forget that sales is a Motivation+Skill+Volume Game.

Take everyone on a 12 mile run and at the end we will discuss differences, moans and complaints. Usually you will get people to talk and share with the group, things which they wouldn’t have prior to that sweaty run 🏃🏽♂️ 😅

unreal extremist demands on the sales team lead to COLLAPSE. Before setting a goal on a team, the role of each position, their interaction with clients, their influence on income revenue, and the value of the product that needs to be leveraged in sales negotiation must be analyzed. It is observed that in many cases a superior puts pressure on a person who is not interactive and influential enough in the sales process, besides, the product itself isn't sufficient enough for set goals, so this leads to COLLAPSE. In my opinion, in most cases, it's better to see the sales team as a Football team, Give them Role, Teach Them how to play, make them motivated enough to win the battle, engage their team player behavior, then let's see the results

Reps not excited about meeting YOUR business goals? Of course not, what does your promotion do to help them? You have to create a culture where you help reps reach their personal goals with the company. That will ensure loyal passionate employees. Formula: 1. Get each rep to define their personal goals. What do they want in life, where do they want to go? 2. Brainstorm together how their place in the business serves their personal goal. See if you can help them, put them in positions that help them reach their personal goals 3. When you can tie these two together - business & personal aspirations, then you will have engaged employees.

When the goal posts keep moving, then everyone gets frustrated. These goals you set should be reasonable and clear, and specific. Everyone shold be held accountable equally. When ther is what's percevied as unfair, or inconsistent enforcement then the team will fostor resentment and begin to disengage.

Setting clear goals is essential. But it is also essential to callobarate and bring the Team together to discuss the goals. All Sales members have ideas to achieve the goals and may be they have questions and doupts. Talking about the ideas, the questions and doupts helps the whole team. Everyone benefits from each other's ideas. The ideas from different sales team members often answer the questions of others. This helps to destroy doubts. Bringing the team together and discuss the goals motivates a lot!

Frankly, if your team doesn't already have clear goals you might as well go home. Or should have stayed there. However great the individual, the company, the product and the service......sales is a numbers game. If you are not ploughing the requisite numbers into every step of the sales process it's not going to work.

Clear goal setting is essential for maintaining team engagement and motivation. Ensure that every member of your sales team understands the specific expectations for their role, both in the short and long term. Utilize SMART goals—Specific, Measurable, Achievable, Relevant, and Time-bound—to provide clarity and direction. This approach aligns individual objectives with the company's overall vision, helping team members see how their contributions fit into the larger scheme. By understanding their role in achieving the broader goals, sales engineers are more likely to remain engaged and driven to succeed.

In-house corporate sales training is lacking in 2024. It's mostly product centered, and almost always internally focused about the companies strengths. While that may help morale it doesn't help people sell more. Here's what does: - Financial Sales Training - Procurement Path Training - Relevant Industry trends for target vertical markets - Relevant regulation or tax incentives for target vertical markets - Training that explains how your customers make money or achieve non monetary goals - Soft skills training - Writing training - Personality assessments for mirroring - Fast prospecting methods

"Sharpen the Saw" Just like a dull saw makes chopping wood harder, neglecting your own skills and knowledge makes you less effective. By providing training opportunities, you "sharpen the saw" for your employees, boosting their abilities and your company's success. The Association for Talent Development found that companies with comprehensive training programs see a 218% higher income per employee

Help to improve 1% a day. Sit privately with your sales people to make them compare objectives they had before a salescall and invite him or her to compare with the results, always reflecting what was the challenge that created a gap between objective and achievement. As a leader you do not need to have an answer for every challenge or objection, but provoking this reflection constantly and guiding towards the knowledge and looking for the answers toguether will make your team evolve in small increments on a daily basis, with the bonus of creating a solid bond of trust. I base this method on my previous and current experience with different sizes of Sales Teams I've managed.

If you're collecting management information properly then it should be self-evident where in the sales process individuals/teams are failing. Provide training to address the point of failure and role play, role play, role play. There is a real lack of good sales training and it is best delivered internally by those who understand the business. Train the trainers if they don't have the skills already

Regular training is crucial for keeping your sales team at the forefront of industry changes and maintaining their engagement. In the fast-paced world of sales engineering, where products and market conditions are constantly evolving, continuous learning is essential. Training sessions can vary from refreshers on product knowledge to workshops on new sales techniques and development of soft skills. Providing these learning opportunities not only ensures your team remains competent and up-to-date but also boosts their confidence. When team members feel well-equipped to handle their responsibilities, their engagement and motivation naturally increase, leading to better performance and job satisfaction.

In my daily work I often have topics with customers which are the same with others. If there is less collaboration the wheel is invented new every time. To get the synergies the team should regularly talk about their experience and work. I am often impressed when I see the benefits of working together. In my daly work we take the time to meet and talk about all the things that moves us.

Involve the sales team in decision-making processes and give them a sense of ownership over their work. Encourage them to share ideas, provide input on strategies, and contribute to the overall direction of the sales efforts. Empowering them can increase their sense of responsibility and engagement.

Foster structural, continual collaboration and co-creation between the customers and the sales teams/professionals. It provides a wealth of insights, validated and turned into action and impact by sales professionals, while benefitting customers at the same time. Do not wait nor rely on customer satisfaction once-in-a-while-surveys, since they don't provide regular, reliable food for thought nor inspiration for furthering the sales process and success. It will have a drastic impact on people's motivation.

Every sales meeting should include a time when an individual talks about a deal they won and a deal they lost and gets constructive criticism/advice.

Always have them be part of "ringing the bell". They worked hard to get there and should be recognized across the sales org, if not the company. To make it more impactful, have them share their path to success with the team or broader so success can be repeated.

Success comes in various size and themes viz, small right steps (SRS), milestones, removal of barriers, overcoming objections, gaining acceptance, getting included, capturing customer needs accurately, building a solution that exactly address the customer needs, developing customer coaches, gaining access to executive sponsorship, pricing to win, time to margin, buy-in to showcase customer wins in conferences, multi-level relationships across customer organization et al. and the success types keep going on. Celebrating each of the above success recognizing those involved across the organization inspires a lot of collaborative spirit and support enabling sales engineering teams to achieve extraordinary results.

An innovative approach to recognizing sales team achievements is through a "Sales Achievement Wall," a dynamic digital display showcasing individual and team accomplishments. This interactive platform features real-time updates on sales performance metrics, personalized profiles for team members, and interactive elements like congratulatory messages and gamification features. The Sales Achievement Wall fosters a culture of recognition by celebrating milestones, successes, and top performers in a visually engaging and interactive manner.

Sharing a win is one of the best feelings for salespeople. If they all work in the same office then get a bell to ring. If they don't then build something on your intranet that lets salespeople share every sale.....particularly new business.

Implement motivation strategies: Offer incentives, recognition programs, and career development opportunities to re-engage the sales team.

A salesperson typically desires to be at the top of the success ladder. By feeling a GLASS CEILING ahead, they will lose the motivation, so In my opinion, it is crucial to show them, that their achievements are recognized and also in the next step, after recognition, prove to them they will reach the thing which deserves. Advancement Opportunities, Bonus,...

A simple thank you note builds trust and loyalty. I have also found it very helpul to recognize achievements that do not reach to the 100% objective providing that the team has exerted all their efforts towards achieving the goal or completing the task. We need to be aware that external factors or unforeseen circumstances can affect the outcome and this should not be a reason to demotivate the team members

Recognition is a powerful tool for maintaining team engagement and motivation. Celebrate both individual achievements and team successes openly and regularly. You can implement formal recognition programs, offer spontaneous praise during meetings, or send simple thank-you notes to acknowledge a job well done. When sales engineers feel valued and appreciated for their contributions, it not only boosts their morale but also reinforces their loyalty and enthusiasm for their work. This kind of positive reinforcement helps to create a motivating environment where team members are encouraged to continue excelling in their roles.

If the sales team is disengaged, it's time to create some incentives with a friendly sales competition among the team members. If you're in sales, then you're naturally a competitor. Not only will this help re-engage the team but it will also help shine a light on your star performers.

Enhancing sales team engagement is essential for driving performance. At ScaleWith, we integrate social impact contributions into every transaction, not only boosting customer loyalty but also motivating our sales teams. By directly linking sales activities to impactful causes, team members can see the tangible effects of their work, aligning their daily efforts with meaningful social contributions. This connection between personal values and professional goals is a powerful motivator, leading to increased engagement and performance. I’m eager to hear about the strategies you use to boost your sales team’s sense of purpose, meaning, and contribution. What approaches have worked for you?

Introducing a pioneering morale-boosting initiative for the sales team: the "Success Passport" program. This innovative approach rewards team members with stamps or badges upon accomplishing significant milestones, such as surpassing sales targets, securing high-touch accounts, or delivering exceptional service. Exclusive training/education from top-tier schools would be another unique way to provide incentives.

Sales Engineers work as hard (if not harder sometimes) than Salespeople. If their compensation aligns with that of their Account Executive counterparts, you'll have a "well-oiled machine" working to achieve the same goals.

Commission accelerators serve as powerful motivators to drive sales performance. By offering the opportunity to earn higher commissions or bonuses for exceeding targets, accelerators inspire sales reps to push themselves and strive for excellence. At Surfwriter, we are continuously empowering sales organizations to replace their outdated, overly complex and manual commission structures with innovative, automated, highly-visible incentive programs using commission accelerators to motivate and reward sales representatives for achieving specific performance goals or KPI's within defined periods. These accelerators typically offer increased commission rates or additional bonuses when sales reps surpass predetermined targets or quotas.

In my Experience Build commission models with ease using our user-friendly dashboard. Our predefined functions, data templates, and themes will have you up and running in no time. Plus, our platform allows you to integrate your ERP, CRM, HCM, spreadsheets, or any other data source using native and custom integrations, centralizing your sales data in one place. Stay on top of your commission structure with personalized time and event-based notifications and nudges for various scenarios like completion rates and immediate deadlines. Want to gather real-time feedback? Create groups and launch surveys to make data-driven decisions. Simplify your commission process . Try it out today! #commissions #salestips #salesoptimization

Re-evaluating your incentive programs is essential for maintaining motivation within modern sales teams. Traditional commission structures might not suffice in today's dynamic environment. Consider incorporating creative incentives that align more closely with your team's values and personal interests. Options like additional time off, opportunities for professional development, or making charitable contributions in their names can be particularly effective. Incentives that connect on a personal level not only foster deeper engagement but also help reignite passion and drive performance, creating a more fulfilling and motivating workplace for everyone involved.

Team "disengagement" typically doesn't arise from just one thing -- it could be lack of leadership, poor expectation setting, organizational ambivalence to a team, etc. The universal solvent typically is offering clarity -- and communication, communication and communication. Not "telling" someone what to do, necessarily, but having an open, transparent, leave-titles-at-the-door conversation around what is causing the malaise and then collectively owning the potential remedy.

As a sales leader your job is to equip your sales team for success. If your sales team is disengaged the problem is you. Simply change job.

I check in, motivate and celebrate everything big or small, train, and listen! We all have a life outside of work. If I can provide support and direction for balancing the two, I try to do just that! We are a team through and through. We respectively rely on each other and have a common goal!

Quando o time de vendas dá sinais de que está perdendo o engajamento, isso deveria soar o sinal de alerta do gestor, uma vez que vendas é o coração da empresa, sem clientes não há negócios. Muitos gestores precisam compreender que gerir uma equipe é ter seus "clientes" internos, se seus clientes não estão satisfeitos com o atendimento que lhes é dado, você irá perder negócio! A falta de objetivos claros, liderança humanizada, ausência de capacitação/reciclagem periódica e principalmente a falta de reconhecimento profissional tem levado inúmeros profissionais perderem sua motivação e engajamento, a partir do momento que o funcionário se sente como apenas um número e nao como parte da equipe, essa é a base da pirâmide da desmotivação.

Be a coach to your team and motivate your team to take ownership of their job, goals and targets! Like you have to take ownership of your leadership. Good luck

When a sales team disengages it's a major sign that there has already been something wrong happened. Make corrections on the f-signs Pitch： Stick to one playbook, which is mostly typically prospecting. No Customization： No permissions are granted to go in their style or way of approach. Lack of Growth mindset and Open-mindedness： Being unwelcome for new perspectives or Ideas raised by the team or leader. Remain Loyal： When Something promises unexecuted which may be promotion, incentives or reward or not giving credit or Appreciation. Revise and Amend Strategy＆tactics： Reconsider marketing and sales strategy fits to the Goal of the company specifically the sales goal. Make sure that marketing operations fit with the sales operations.

Before developing an action plan to engage the apparent disengaged sales force, review your business strategy for growth. Is it relevant to the market needs & gaps? Is it robust and inspiring enough? Is it clear enough, communicated well enough internally? Are your products/services good enough to be believed in by your sales team? Is your business process robust enough in delivering sound order fulfilment and customer satisfaction? If the answer to any of the above is not yes, then clearly the relevant business leaders (unintentionally) have been disengaging engaged sales force.

When I first started out, there was a time when the company was trying to implement changes across sales OPs, and changes in how we were supposed to use salesforce, and constant changes in product lead times, product documents, and even product lines. And then they would change again. and a few weeks later even again. The sales team wasn't able to keep their word to the client about a product delivery or capability. This resulted in us not trusting the product managers, and the planners. Which lead to us not wanting to speak with customer's and risk losing an account or missing a new client because we failed to deliver on our promise. Ultimately this lead to some sales guys getting laid off because of it, which we all felt wasn't fair.

Improve communication: Foster open communication channels to understand their concerns and provide necessary support and guidance.