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The 12 Factors that influence Sales Rep Engagement

Posted by James Pember on 3/1/16 7:13 PM

 

I’ve written a lot about engagement in this newsletter, but I recently stumbled across an image which really makes it crystal clear what employers need to do to foster engaged employees.

As I wrote about a few months back, sales rep engagement is directly correlated with success.

"Top-performing sales people are twice as likely to be “engaged” in their work and there is as a strong statistical correlation between an engaged representative’s confidence in their company and their sales results. Engaged reps produce new revenue at almost double the pace than those who are not as emotionally vested". (Source: Rewards and Recognition: Employee Engagement)

The image below outlines 12 core factors that drive engagement.


As a sales leader - are you over performing on the 12 criteria outlined in the image above? 

If not, it’s time to start thinking about them!

What do sales reps get out of sales competitions?

Posted by James Pember on 2/16/16 9:27 AM

Sales competitions are one of the most commonly used tools for boosting engagement, motivation and of course our results inside our sales organisations. Competitions are effective because they tap into what really motivates our staff - competitive spirit, recognition and progress, and they create short-term spikes in focus and enthusiasm.

Sales Coaching Is Broken - Here's Why

Posted by James Pember on 1/26/16 8:49 AM

Today I'm going to look at sales training, why it often fails to impact results and the 4 things you can do to improve your sales training, today.

Participate in our annual “The State of Motivating Salespeople” survey

Posted by James Pember on 1/13/16 9:31 AM

Hello everyone and welcome to 2016. I truly hope 2015 was a successful year for you in terms of sales, and I trust you have big plans to go a step further in 2016. I'd like to invite you to participate in our annual sales motivation survey - we'll use the data collected to provide insights into how we are working as an industry when it comes to motivating our sales staff, and of course how we can improve in order to take our results to the next level in 2016 and beyond. 

The impact of sales force engagement on rep turnover, quota attainment and sales performance

Posted by James Pember on 11/26/15 6:22 PM

“We work for the money, but we live for the strokes.” Unknown

Using sales competitions to execute upon and follow your sales playbook and methodology

Posted by James Pember on 10/27/15 8:00 AM

 

Does your sales team have a formal sales process? A Sales Playbook? A methodology that determines how you sell? A clear and documented way of selling that you use to onboard all new sales recruits?

 

If you don't - you're already lagging behind.

 

According to a study conducted by the Harvard Business Review, companies that follow a strict sales process consistently generate more revenue than those who don't.

 

This one image sums up why sales motivation is so important

Posted by James Pember on 4/1/15 8:53 AM

I'm speaking at a few conferences during the spring, so I've been spending my evenings watching conference talk after conference talk on YouTube, just to get some inspiration. Whilst watching one talk entitled, "Stop Selling, Start Closing", a truly interesting slide popped up, that excited me so much I thought I'd have to blog about it!  

Deeper Competition Statistics, Insights and Reporting in Sparta

Posted by James Pember on 3/17/15 4:37 PM

Today, we’re super happy to announce that we’ve launched the first iteration of our Statistics, Insights & Reporting features to the Sparta platform. 

How to be an inspirational sales coach

Posted by James Pember on 3/10/15 9:00 AM

How to Be an Inspirational Sales Coach

There's a cartoon I love to share with my sales teams. It shows a group of people pulling a giant block of limestone with a half-finished pyramid in the distance. The one cracking the whip and barking orders is called the “Boss.” The one at the front of the group, pulling the hardest and encouraging the others, is called the “Leader.” For me, this simple image sums up what sales coaching is all about: leadership, not bossing.

Why You Should Involve Customer Support in Your Sales Competitions

Posted by James Pember on 1/30/15 9:45 AM

What percent of your company is represented by your sales force? If it took you more than an instant to answer, you might want to rethink the way your company represents itself. The answer is always 100 percent. All employees have a stake in the company's profitability, so it makes sense for everyone to think of themselves as a company ambassador.

What is Sparta?

Sparta is an end-to-end sales performance solution that helps you coach, train and drive your team into higher performance.

Create sales competitions, set collabarative team targets and inspire your team to crush their goals! 

Click here to request a demo today.

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