Be Engaged, Be Engaging

By Mike Philie
In June 17, 2013

Having a sales staff that is not fully engaged can cost you lost customers and business. Workplace complacency eats away at productivity and if left unchecked can create a less than favorable environment.  A recent Gallop poll finds that only 30% of American workers are excited about their jobs. If you’re the boss, are you doing all you can to make your company an engaging place to be a part of?

A dwindling level of engagement can be caused by several factors. Here’s just a few:

  • Hire right. Know what you believe in and only hire those who share in your passion. There are several interview and evaluation tools available to help validate your hiring decisions-take advantage of them.
  • Don’t become an enabler. If you know you have folks on staff that are not engaged or simply in the wrong position bring it up and get it fixed. Put them into a role that they can be successful (and excited) in.
  • Many sales reps have struggled with keeping up with the changes to the marketplace including how clients want to buy, the multitude of engagement levels and techniques that constitute doing business in todays marketplace. Help your reps that can and want to change and don’t allow the ones who can’t and won’t to stand in the way of achieving your sales objectives.
  • Doing nothing is not an option. The longer these issues go left unchecked the less credible you are and the more dysfunctional your group becomes. Refresh your “engagement plan” today.

What are you doing to make your organization engaging and attractive to the best folks – I’d like to hear what you’re doing.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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