How to Motivate Teams to Sell

by | Apr 2, 2015 | Employee Engagement, Incentive Programs, Sales Incentives

Looking for guidance or information on how to motivate teams to sell? Check out this research to inform your sales motivation strategies!

Surprising, Disturbing Facts From The Mother Of All Employee Engagement Surveys

Gallup’s data shows 30% of employees Engaged, 52% Disengaged, 18% Actively Disengaged

    • These latest findings indicate that 70% of American workers are ‘not engaged’ or ‘actively disengaged’ and are emotionally disconnected from their workplaces and less likely to be productive,” states the report
    • Gallup estimates that these actively disengaged employees cost the U.S. between $450 billion to $550 billion each year in lost productivity.
    • Though higher education generally leads to higher earnings, it by no means guarantees higher engagement.
    • Consider the data: College graduates in the survey were 28% Engaged, 55% Not Engaged, 17% Actively Disengaged.
    • High school graduates were 32% Engaged, 49% Not Engaged, 19% Actively Disengaged.
    • Women are more engaged than men
    • A surprising finding, in light of well-known “gender equality” issues involving pay and “glass ceilings.
    • Women were 33% Engaged, 50% Not Engaged, 17% Actively Disengaged.
    • Men were 28% Engaged, 53% Not Engaged, 19% Actively Disengaged. For this survey, 33% versus 28% is a statistically significant difference.
    • Remote workers are more engaged
    • Interesting data, in light of the headlines and discussion earlier this year raised by Yahoo’s YHOO +0.11% Marissa Mayer around telecommuting.
    • Remote employees were 32% Engaged, 50% percent Not Engaged, 18% Actively Disengaged. On-site employees were 28% Engaged, 51% Not Engaged, 20% Actively Disengaged.

The most engaged generations are those leaving and entering the workforce, says Gallup’s data. “Traditionalists” (defined as those at the oldest end of the spectrum, comprising 4% of the working population) were 41% Engaged, followed by Millennials at 33%. Trailing the pack are Generation X at 28% Engaged and Baby Boomers at 26%.

sales rep productivity influenced by sales incentive programs

      • Only 41% of employees felt that they know what their company stands for and what makes its brand different from its competitors’ brands.
      • Gallup’s research notes that work units in the top 25% of their engagement database have considerably higher productivity and profitability ratings, for example, combined with less turnover and absenteeism.
      • Organizations with an average of 9.3 engaged employees for every actively disengaged employee in 2010-2011 experienced 147% higher earnings per share (EPS) compared with their competition in 2011-2012,” the report states. “In contrast, those with an average of 2.6 engaged employees for every actively disengaged employee experienced 2% lower EPS compared with their competition during that same time period.”
<strong>About </strong>Nichole Gunn

About Nichole Gunn

Nichole Gunn is the VP of Marketing at Incentive Solutions, an Atlanta-based incentive company that delivers advanced, agile B2B customer loyalty and channel sales incentives programs.

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