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What are the main reasons IT Sales employees become disengaged?

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Employee engagement is crucial for any business, but especially for IT sales, where the competition is fierce and the customers are demanding. Engaged employees are more productive, loyal, creative, and customer-oriented. However, many IT sales employees struggle with low levels of engagement, which can lead to poor performance, high turnover, and low morale. In this article, we will explore some of the main reasons why IT sales employees become disengaged, and what you can do to prevent or reverse it.

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Ravi Gopal

#Observability #Hybrid #Performance
Anthony E. Byrne

Senior Vice President - MarketStar
Girish Pai

Head of Intelligent Automation | Top AI Voice

1 Lack of recognition

One of the most common reasons why IT sales employees become disengaged is that they feel undervalued and unappreciated. IT sales is a challenging and stressful job, where employees have to deal with complex technical issues, demanding customers, and aggressive targets. They need to feel that their work is recognized and rewarded, both by their managers and their peers. However, many IT sales managers fail to provide adequate feedback, praise, or incentives to their teams, or they focus only on the negative aspects or the numbers. This can make IT sales employees feel frustrated, demotivated, and ignored.

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Ravi Gopal

#Observability #Hybrid #Performance
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I wouldn't call it "lack of recognition" - but I'd call it "lack of mojo". When you aren't selling and aren't putting up "skins on the wall" as they say, motivation is quick to go - especially for people who have been successful in other roles/other firms. The other part of this is "failing alone" - many people don't get others in the boat w/them and go lone wolf - never ever do that. If you are going to fail, fail with an army!!!!!! Get everyone aligned to the cause and know that sales is 1,000 no's for every 1 yes!

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Anthony E. Byrne

Senior Vice President - MarketStar
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Within our own organisation, we see a directly linked measurable data, a correlation to thoughtful recognition and churn and attrition. Thoughtful recognition has to be indexed to tangible metrics and not just sentiment.

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2 Lack of autonomy

Another reason why IT sales employees become disengaged is that they feel micromanaged and controlled. IT sales is a dynamic and creative job, where employees have to use their skills, knowledge, and initiative to solve problems, find opportunities, and close deals. They need to have some degree of autonomy and flexibility to make decisions, plan their work, and manage their time. However, many IT sales managers impose rigid rules, processes, and systems that limit their employees' freedom and creativity. This can make IT sales employees feel suffocated, bored, and resentful.

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Johanne Russell-Smith

Removing Internal Barriers to Growth
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IT Sales Managers typically trust their teams' ability to meet and exceed their targets. This means ambitious sales people manage their own time and put in the effort required to reach their goals. Their success is rewarded and widely acknowledged among peers. The other side of the coin is a culture of mistrust, heavily reliant on playbooks and little or no room for decision making, negotiating with customers or creativity in deal origination. This leads to low morale, low retention rates and unsatisfactory performance in the sales team. I know which one I prefer!

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3 Lack of development

A third reason why IT sales employees become disengaged is that they feel stagnant and unchallenged. IT sales is a competitive and evolving job, where employees have to constantly learn new technologies, products, and markets. They need to have opportunities to grow, develop, and advance in their careers. However, many IT sales managers neglect to provide adequate training, coaching, or mentoring to their teams, or they fail to offer clear and realistic career paths. This can make IT sales employees feel stuck, outdated, and hopeless.

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4 Lack of alignment

A fourth reason why IT sales employees become disengaged is that they feel disconnected and misaligned. IT sales is a collaborative and strategic job, where employees have to work with other departments, partners, and customers. They need to have a clear vision, mission, and values that guide their work and align with their personal goals. However, many IT sales managers fail to communicate effectively, share information, or involve their teams in decision-making. This can make IT sales employees feel isolated, confused, and conflicted.

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Anthony E. Byrne

Senior Vice President - MarketStar
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Agreement without true alignment never works in the long run. I’ve a personal view that a good meeting should start with alignment on possible outcomes.

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5 Lack of support

A fifth reason why IT sales employees become disengaged is that they feel unsupported and overwhelmed. IT sales is a demanding and stressful job, where employees have to cope with high pressure, uncertainty, and change. They need to have access to resources, tools, and assistance that help them do their work and cope with challenges. However, many IT sales managers fail to provide adequate support, guidance, or empathy to their teams, or they overload them with unrealistic expectations or responsibilities. This can make IT sales employees feel burned out, anxious, and depressed.

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6 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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Anthony E. Byrne

Senior Vice President - MarketStar
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The modern workforce (Gen X/Y) really does need a clear development track to be happy at work and is the main lever to handle unwanted attrition. There is a balance act of helping teams identify with growth areas and aligning to development plans to facilitate advancement opportunities.

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Girish Pai

Head of Intelligent Automation | Top AI Voice
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In my view IT Sales team members often become disengaged due to unclear goals, unrealistic expectations, lack of training, outdated methodology, poor work-life balance, inconsistent communication, and unfair compensation. Companies can address these issues by providing clear goals, offering training, implementing a supportive work environment, and ensuring fair compensation.

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What are the main reasons IT Sales employees become disengaged?

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2

3

4

5

6

1 Lack of recognition

2 Lack of autonomy

3 Lack of development

4 Lack of alignment

5 Lack of support

6 Here’s what else to consider

IT Sales

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What are the main reasons IT Sales employees become disengaged?

1

2

3

4

5

6

1 Lack of recognition

2 Lack of autonomy

3 Lack of development

4 Lack of alignment

5 Lack of support

6 Here’s what else to consider

IT Sales

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