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What do you do if your sales team is disengaged during times of change or uncertainty in Sales Development?

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Change is inevitable in the business world, and for sales teams, it can be particularly unsettling. Sales Development is a high-stakes field where employee engagement directly impacts performance and revenue. When your sales team is disengaged during times of uncertainty, it's crucial to take proactive steps to re-engage them. This can mean the difference between a slump and a successful adaptation to new challenges. Understanding how to navigate these waters is key to maintaining a productive sales force and ensuring the long-term health of your business.

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1 Assess Impact

Start by evaluating the impact of change on your team. Disengagement can stem from fear of the unknown, feeling undervalued, or a lack of understanding of new processes. It's essential to identify the root causes of disengagement within your team. Hold individual meetings to listen to their concerns and gather feedback. This personal approach not only helps in pinpointing issues but also shows your team that their opinions are valued, which can be a powerful motivator in itself.

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Dominique Austin

Tech Sales | Account Director | Building & Assisting Businesses
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I've always said that change isn't hard, but it's adapting to the change. Time changes, seasons change, days change but we aren't always comfortable that the change is coming. Knowing that the change will be taking place, as leaders/managers we should prepare touch points prior to the change to make sure we are showing support to our teams due to the change that is coming. During your assessment, it should come out as solution based.

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2 Communicate Clearly

Clear communication is the cornerstone of managing a team through uncertainty. You must articulate the reasons behind changes and how they will benefit the team and the company. Avoid jargon and be transparent about what you know and what you don't. Regular updates can help alleviate anxiety and build trust. Remember, it's not just about relaying information; it's also about ensuring that your team feels heard and understood.

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Eduardo Duque Dubón

Innovación Comercial | Sales Leader Advocate | Game Planner | Mentor | Profesor | Speaker | Emprendedor
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No solo debe haber claridad en el mensaje, deben existir espacios formales de comunicación y de retroalimentación; lastimosamente el inmediatismo del mundo actual, nos ha llevado a un espacio de hiper-conectividad, mandamos chats, emails y memes todo el día a los vendedores, pero no transmitimos los mensajes con la claridad y profundidad que se requiere. Tener un chat con los vendedores no es la solución para la comunicación, es una herramienta valiosa, pero no reemplaza un "management system", con reuniones grupales e individuales, de feedback, retroalimentación y coaching.

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Dominique Austin

Tech Sales | Account Director | Building & Assisting Businesses
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Thoroughly explain the change that is coming and then have a plan follow a detailed follow up. For example: - Understand the change, practice communicating the change - Delivery the message of change to your team - Schedule individual team member meetings - Rollout change - Follow up individual team member meeting access impact and creating a solution surrounding the change and involvement etc...

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3 Reinforce Vision

During times of change, it's vital to reinforce the company's vision and how each team member's role aligns with it. Remind your sales team of the bigger picture and their importance in achieving the company's goals. This can reignite their sense of purpose and commitment. Use this opportunity to highlight any new opportunities for growth or development that may arise from the changes.

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Dan Drucker

Helping Nonprofits Build Impactful Partnerships and Lasting Donor Relationships | Together We Think, Do, Learn
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This is critical. There will always be change and distractions. But an effective leader gets their team through that by keeping everyone engaged with the ultimate purpose.

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Dominique Austin

Tech Sales | Account Director | Building & Assisting Businesses
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After accessing the feedback, reinforce the vision of the change and make sure the change is clearly connecting to career path and overall job performance impact!

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4 Offer Support

Offering support is crucial for re-engagement. This might involve providing additional training to help team members adapt to new systems or processes. Consider implementing mentorship programs where less experienced salespeople can learn from seasoned veterans. Support also means being available to answer questions and help navigate challenges. A supportive environment encourages a sense of security and belonging, which can boost engagement.

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Dominique Austin

Tech Sales | Account Director | Building & Assisting Businesses
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If possible, the best support might be working hand in hand with your team to offer up the proper support. What part of the change doesn't work for the team? - Have you tried to understand how it affects their day to day by doing the job their doing? In your support, you should provide follow up to the questions and concerns. If a team member is stating an issue and your writing it down to take back to someone else, you should offer up clear feedback and follow up dates to ensure to your team you're providing great support! - "Thanks for this feedback! I'll be meeting with "..." on Wednesday about this matter and I'll make sure to follow up with the group by Friday before noon."

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5 Recognize Effort

Recognizing the efforts of your sales team can go a long way in boosting morale. Celebrate small victories and acknowledge individual contributions. Recognition doesn't always have to be monetary; verbal praise or public acknowledgment in meetings can be equally effective. When team members feel appreciated, they're more likely to be engaged and motivated, even during tough times.

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Dominique Austin

Tech Sales | Account Director | Building & Assisting Businesses
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The transition of change is hard. Adapting to it takes a ton of effort. Even if a member (employee) isn't completely successful in whatever the change maybe, congratulate them on their effort to encourage them t continue and to encourage the rest of the team to continue to embrace said change.

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6 Adapt Incentives

Lastly, consider adapting your incentive structures to better reflect the current climate and goals. In times of change, traditional sales targets may not be realistic. Set new, achievable goals that encourage your team to embrace change and work towards success in the evolving landscape. Incentives aligned with these goals can help maintain motivation and focus, guiding your sales team through periods of uncertainty with a clear sense of direction.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Antonio Torrente Reche

Mánager Mundo Proyectos en Leroy Merlín Espa?a | Retail | Business Intelligence | Startups
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Es crucial abordar la desconexión del equipo con un enfoque estratégico y comprensivo. Proporciona comunicación clara y transparente sobre los cambios y las expectativas. Brinda contexto y explicaciones detalladas para ayudar al equipo a comprender la razón detrás de los cambios. Reafirma la visión y los objetivos a largo plazo del equipo. Ayuda a los miembros del equipo a comprender cómo sus roles individuales contribuyen al éxito general y cómo los cambios actuales están alineados con esa visión compartida. Reconoce y valora la dedicación del equipo durante tiempos difíciles. Celebra los logros, por peque?os que sean, y brinda apoyo y reconocimiento a aquellos que están demostrando resiliencia y adaptabilidad.

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What do you do if your sales team is disengaged during times of change or uncertainty in Sales Development?

1

2

3

4

5

6

7

1 Assess Impact

2 Communicate Clearly

3 Reinforce Vision

4 Offer Support

5 Recognize Effort

6 Adapt Incentives

7 Here’s what else to consider

Sales Development

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What do you do if your sales team is disengaged during times of change or uncertainty in Sales Development?

1

2

3

4

5

6

7

1 Assess Impact

2 Communicate Clearly

3 Reinforce Vision

4 Offer Support

5 Recognize Effort

6 Adapt Incentives

7 Here’s what else to consider

Sales Development

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