Skip to main content
Incentive Compensation ManagementSales Performance Management

Boost employee engagement for salespeople

By February 28, 2017January 16th, 2023No Comments

When most companies think of sales teams, they may think of Glengarry Glenn Ross, but they probably don’t think of employee engagement. Yet engagement is one of the biggest outcomes of focused and motivated sales groups, both at individual and team level. A dynamic salesperson or team requires a strict amount of precision in researching leads, preparing a pitch, investing in product knowledge and solidifying the sale. All of these components of the sales process lend way to employee engagement.

Yet there are other ways to bolster engagement for salespeople as well. For example, many salespeople are motivated by the opportunity to achieve uncapped earnings – or at the very least – high commission. When companies offer these possibilities into the right hands, the profitability can be generous for both parties. This idea of incentive compensation management (ICM) positions employers into supportive roles that help foster an engaged, motivated, productive and loyal workforce by allowing them the freedom to make high earnings through their investment in their job.

When companies use ICM strategies, they reward workers’ successes with higher pay or other compensatory packages such as discounts, office perks and more. This signals to employee the more engaged and focused they are, the better chances they have for gain.

How employees become engaged through sales
Not only do good engagement strategies beget better work performance and higher earning potential, but they also a talent management and retention solution. Companies that take the time to craft plans that allow workers to exercise autonomy while making personal and professional gains tend to stay with their employer longer, saving the company time and money on turnover and training expenses.

Here are a few basic ways in which salespeople become invested and engaged in their job:

  • Listen to the needs of others: Sitting and speaking with a prospective client or customer tends to lean more heavily on listening than anything else, according to HR C-Suite, so the level that salespeople get to know their client base personally is relatively high compared to other industries. In doing so, they become invested and engaged by speaking with their clients on a more intimate, yet professional, level.
  • Make achievable goals: When employees have more control over what they want from their career and feel their employer supports, they naturally become more interestedand focused on their work to make sure those dreams come true, Entrepreneur suggested.
  • Interpersonal connections: Although sales, of course, relies upon the exchange of capital for goods or services, the narrative behind the sale can read more like a human interest story at its heart. Generally, people are more inclined to buy a product they can identify with on a personal level rather than a savvy sales pitch, HR C-Suite wrote.

As companies look for ways to boost employee engagement through sales, ICM strategies and promoting autonomy and independence will help keep workers on the right track.

Leave a Reply

Close Menu
Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

Harbert Management Corporation

Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

KBH Ventures

KBH Ventures was an early investor in Iconixx Software. KBH's investment philosophy plays a significant role in the firm's successful track record. KBH believes in running businesses to be cashflow positive and profitable every month. Startups and companies in a startup mode, such as one that has been purchased in distress, are expected to generate revenue within the first six months and reach profitability within the first 12 to 18 months. KBH also only invests in or acquires companies that are in the startup phase or have less than $20 million in revenues. KBH targets technology companies that offer business-to-business services.

S3 Ventures

S3 Ventures is an early expansion and growth stage venture firm with $200 million under management. It’s focused on information technology solutions that solve large business problems. S3 also invests in medical devices that improve the human condition. S3 invests in category-defining opportunities. It partners with the team and help focus methodically on what it takes to build a successful company. S3 today helps talented entrepreneurs take their technology and market knowledge and form valuable businesses in a repeatable fashion. Investment sizes start at several million or more for Series A, B, and C financing.