How Much Is An Uncommitted Sales Team Costing You?

Written by Mark Burton-Brown

Mark founded Engagement Partners in January 2016. Before this, he worked in senior international leadership roles for large multinationals such as Schneider Electric, Rexel, Carter Holt Harvey, and Fonterra.

Why is commitment important for a sales team?
It’s no secret that success and failure are both a matter of mindset. Therefore the motivational energy of your sales team, their enthusiasm toward daily tasks, and their commitment to doing whatever it takes to meet the goals of the organization can be the difference between a company that smashes it’s sales targets and one that does not.

What are the adverse effects of a lack of commitment? 

  • Procrastination. Essential tasks are skipped or avoided, such as lead generation, client contact, paperwork, and the handling of customer complaints.
  • Poor quality of work. The bare minimum effort is put in, but not that required to exceed the sales target.
  • Dissatisfied clients. A team member who doesn’t commit enough is unlikely to listen carefully or strive to provide the best solutions for your clients.
  • Poisonous work atmosphere. Staying committed is a challenge in itself, especially when surrounded by toxic team members refuse to apply themselves.
  • Demotivated teams – yes, low commitment is a contagious attitude!
  • Repeated failures to achieve targets, leading to a downward spiral.

What does commitment in the sales team look like?
Highly committed individuals take daily action toward their goals. They ‘show up and do,’ and they have an emotional connection to putting in the work upfront because they know that by doing well at their job, they and the company meet their respective goals.

Salespeople with clear goals are accountable for achieving their outcomes. At Engagement Partners, we recommend goal setting as a key strategy to embed a sense of personal accountability and commitment within Salespeople, as well as provide support for personal development and career growth.

If you would like to discuss how we could help you to improve the commitment of your sales team, please feel welcome to contact us at Engagement Partners.