Increase sales productivity by busting these 5 morale busters
Posted by Geoff Alexander on Mon, Jun 27, 2011 @ 10:02 AM
Alicia Assefa of SOMAmetrics is a veteran inside sales executive and consultant who’s put several of her teams through our inside sales training classes. She and I have had many conversations regarding how morale issues can dramatically affect the productivity of an inside sales department. And if morale is sufficiently low, personnel churn will result as well, as good people will move to other companies. Poor morale costs money. Alicia has written a terrific whitepaper that I recommend reading, called The Five Most Common Sales Morale Busters, and it makes for compelling reading, for inside sales management as well as sole contributors. In it, she identifies and addresses common morale issues that she’s seen at over 100 companies she’s worked with in over 20 years in the business. They are:
1. Death by Meetings
2. Poorly crafted Compensation Plans
3. Ineffective Sales Methodologies and processes
4. Lack of Training
5. Team Infighting & Sales Prima Donnas
Like all great whitepapers, it amounts to a free consulting course. Tough reading if you have any of these issues in your department, but she offers effective prescriptive and remedial ideas as well. I recommend reading the paper, diagnosing your own department, and adding her thoughts to your Best Management Playbook.