Tips On How To Deal With Low Morale On Sales Teams: Part Two

Dealing with low moraleThe sales management team needs to address a problem with an employee from the outset, to prevent it from disrupting the entire operation and becoming part of the sales culture.

However, overburdening operations or regulations may work to create a negative sales culture, as the management has to remember that these representatives are there for one reason: to make money, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm.

The representatives want to spend a majority of their time making a sale and engaging in activities that will be beneficial to generating business and finding clients. Corporations can often kill morale when they put burdens on their sales team, as the rigid structure can work against the idea of selling, noted the executive.

Representatives want to be on the phone with their clients, not filling out paperwork, helping with the sales force automation or handling customer management issues. There needs to be a separation between administrative tasks and the everyday activities of each salesperson in order to guarantee that the majority of time at the office is used to find new buyers.

Operations bring the salesperson away from the role that they were hired to fill. The managers at the company know why they brought these individuals in, and they should work to ensure that representatives get to spend time selling, according to Kivett.

“They want to talk to their customers for an hour and not have to deal with management or operations people,” said the executive. “Limit the paperwork and administrative aspect so they can make the most possible sales. That kills morale. A flawed pay plan can kill morale. The amount of effort and work for sales reps should not be greater than the financial return.”

While salespeople need to spend a majority of their time making outbound calls, if they become too successful and the company is doing well, this can turn into a problem. When individuals become too comfortable with their role they can often lose the incentive to adapt.

Salespeople that are very successful can often become lethargic and complacent in their work, and will not develop in the industry. This can reduce morale, as a lack of growth will hurt their abilities once the market for the product changes, which it will in the current economy, according to Kivett.