A new global survey conducted by Gallop shows some troublesome facts at the workplace. Approximately one out of seven people are engaged in their jobs. The survey shows averages per country with an interactive map provided by Harvard Business Review. Are you one of the six who is sleep walking at work?
SAD, DEPRESSING RESULTS
The Gallop survey is comprehensive and points to a huge problem in the workplace.
13% of employees worldwide are engaged in their work. The figure for Canada is 16%. The
USA stands at 30%. No matter what figures you look at, do the reverse math to find out that at least 70% - 84% of employees are not engaged in their jobs.
Here's an even more alarming fact. 16% of employees in Canada and the USA are actively
disengaged. Here's the survey's definition of the term: Actively disengaged employees aren't just unhappy at work; they're busy acting out their unhappiness. Every day, these workers undermine what their engaged co-workers accomplish.
WHAT ARE THE EFFECTS?
It's easy to think of the negative implications of these facts - low morale, reduced productivity, narrow focus, apathy, clock watching and little to no desire to have any pride in your work. Let alone the effect of disengaged employees on the people who are happy.
THE IMPACT TO SALESPEOPLE
Professional Salespeople need to be engaged in their profession. It's our job to motivate our clients to wish to become engaged with us in meeting their needs. That's the only way we stand a chance to motivate them to wish to buy our products and services. Sales is a tough business. We need to have enthusiasm and positive energy to be successful. Hearing the word NO can't be taken personally. Being held accountable for your individual sales performance through budget achievement and the amount of your monthly paycheck is how we make a living for our families.
ARE YOU DISENGAGED?
As a professional Salesperson, recognize the signs. Be honest and straightforward with yourself. Denial is deadly. A consistently low activity level leads to declining sales results. Those are the
symptoms of this workplace disease. You have a choice…
Seek out fellow Salespeople who are positive and reach out to those you trust. They might be able to help you recover.
Address the reasons why you're disengaged first. Is it you, the product, or the employer? Figure this out before you accept another position. Learn from your current experience. If you're disengaged, your sales results are showing a downward consistent pattern. Make a decision before your boss does.
HOW DO YOU MANAGE SOMEONE WHO IS DISENGAGED?
As a Sales Manager, you have an obligation to your company and your Salespeople. You know what's going on. You see it in Sales Report. As much as you'd like to deny or avoid it, one of your Salespeople is having a tough time. Be aware that every sales achiever has missed a monthly budget or a quarter. Maybe even a year. You need to take action. Don't wait for the problem to correct itself. Too many Sales Managers wait for the situation to improve by itself. Here's what you need to do:
Reach out. Don't brutalize them by sharing their numbers with them. They know where they stand. Ask them how they feel. It may take a while to get them to open up. Be prepared for what could be strong emotions. Is your Salesperson going through a temporary slump? What is it based on - attrition, complacency, personal or family challenges? Take the time to care enough to invest in your Salespeople. You will get it back in spades with people of character. Come to an agreement on an action plan for recovery with timelines. How can you help?
If you are convinced that you've done everything within your power to help and nothing seems to be making a noticeable impact, then you must start the process of moving on. Your Salesperson has a right to dignity and happiness in their profession. If it's not with your company, it might be somewhere else. If you follow these steps, your disengaged Salesperson may make the decision to leave. That's a good thing for all involved.
The Gallop report on Workplace Engagement
Harvard Business Review has a great interactive map to see the specifics per country
If you're interested in learning how to keep your Salespeople engaged, click the link that interests you…
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