Wonder how to drive engagement and retain your top sales performers? These tactics can be used for a company’s entire workforce, and are especially helpful within the sales realm to increase output and engagement.

1. Increase In-Person Conversations, Even Over Video Calls

Relying on technology can create psychological distance as well as negative physical effects. Removing the context around information diminishes a meaningful transfer of knowledge. There is also a risk of decreased clarity and the creation of faux relationships. There is a balance, however, to avoid “Zoom fatigue.” You should allow some meetings to be video-optional to ensure your team knows they have an option. Other calls with the team or executive leadership can require the video element to allow for a more connected experience.

Action Item: Have virtual or in-person conversations whenever possible, and make “camera on” conference calls optional while setting clear expectations. 

2. Don’t Blame Compensation 

Leigh Branham, CEO of Keeping the People, notes that 89% of managers believe people leave their jobs due to compensation, but in reality, 88% of employees actually leave for other reasons.

Action Item: Don’t assume. Find out what those reasons are and fix them. Companies that consistently recognize employees’ efforts enjoy a 31% lower turnover rate.

3. Connect to Their Why

“If you hire people just because they can do a job, they’ll work for your money. But if you hire people who believe what you believe, they’ll work for you with blood, sweat, and tears.” – Simon Sinek

Connecting to the “why” creates an emotional connection outside of the “transactional” reason we work. Every company has, or should have a “why”, but may not succeed in communicating it or connecting people to it.

Action Item: The most admired companies bring their core values to life and demonstrate purpose to their employees. You should find ways to do that too. Here’s a white paper with some ideas: Reinforcing Core Values and Company Purpose Through Experiences

4. Combat Compassion Fatigue

Compassion fatigue is a form of burnout that manifests itself as physical, emotional, and spiritual exhaustion. To combat this, give employees extra time to connect to personal interests and activities.

Action Items: Empower and enable employees to be their best selves by enforcing vacation days and reinforcing healthy behaviors. Thriving employees create thriving organizations. Innovative ideas, efficiency, and productivity are just some of the benefits an engaged workforce provides.

5. Create and Foster Autonomy

When one has control and input into their position, higher levels of job satisfaction, commitment, involvement, performance, and motivation were reported. On the flip side, low levels of control created emotional distress, role stress, absenteeism, intent to turnover, and turnover.

Action Item: Work with employees to determine future goals, identify non-sales objectives, and establish personal development and growth options.

Are you ready to implement these action items for a more engaged workforce?

Let’s Thrive.

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