Greensboro, NC (PRWEB) February 19, 2013
Although the morale of a sales team is difficult to quantify, experience demonstrates time and again that the collective attitude of a team—its tendency toward optimism or pessimism--can make or break an enterprise. Resolutions Systems, Inc. is aware of the dangers posed by low morale, and knows how to address them.
The wise executive keeps a finger on the “psychological pulse” of their sales team, and is quick to resolve potential problems. They recognize that low morale spreads virus-like, from one individual to another. An entire sales team, an entire organization, can be “infected” very quickly.
The sources of low morale vary widely, but can include a single individual, such as an incompetent manager or a bullying or lazy sales rep—a “problem child” that no one does anything about. Oblivious leadership often inadvertently allows morale problems to fester.
The source of low morale can also be systemic. Sales professionals want to spend their time selling, face-to-face with customers. They do not want to spend an inordinate amount of time filing reports or attending meetings with administrative personnel. Another potential systemic source is a flawed pay plan, which salespeople perceive as entailing too much work for too little reward.
*Resolutions Systems, Inc. provides sales assessments and training, as well as sales management training and coaching. RSI has helped hundreds of clients increase sales, improve team performance, and hire salespeople more effectively.