Not only do your employees need to feel connected for their own feelings of job satisfaction but without effective communication:
Not Truly Understanding what sales representatives know or don’t know in those crucial times when they need to be at their best should create doubt as to whether or not the customer in the end is actually being informed properly about the product or service they are being asked to purchase.
“The Single Biggest Problem in Communication … Is The Illusion That It Has Actually Taken Place” -GBS
Dissatisfied Customer and Revenue Loss
Ill-Informed sales representatives negatively impact sales closing targets and customer retention.
A customer who thinks a product will perform a certain way but eventually is surprised when the performance did either not entirely live up to what their sales person told them it would do for them or completely didn’t satisfy the need they had when they agreed to initially purchase.
Keeping sales employees up to date with current and relevant information is a quick, easy and affordable way to improve performance at every level and maintain accountability.
Keeping sales employees up to date with current and relevant information is a quick, easy and affordable way to improve performance at every level and maintain accountability.
Poor Performance = High Turnover and Costly Hiring Expenses
Like losing customers, replacing sales employees can be time consuming and expensive.
Not considering whether or not poor sales performance is directly related to poor communication from senior management, training, supervisors or even executives can result in making the same mistakes repeatedly.
Trusting employees responsible for delivering directives or general information is important… However being able to measure the effectiveness of communication is crucial.
Low Morale
FACT: Ineffective Communication Lowers Morale
From confusion, frustration to even internal conflict; Lack of or Poor Communication will certainly have an impact on the direction of any company.
The only way a company can achieve it’s goals and maintain standards without an effective communication process is purely by accident. From the top on down everyone in a organization needs to know the direction of the company and what part they play in it’s development.
Creating and communicating the company’s vision, values and goals are key to keeping an organization’s cycle of production at peak levels.
How to Improve Internal Communication at your Sales organization
First you need to identify what is NOT working… There are great tools for internal communication that you may already have; however, take time to consider:
- How do you measure effectiveness of internal communication?
- Are you getting everything you can out of your current internal communication resources?
- Are the employees retaining the information?
Examples of communication channels that are overused, underused, misused or just not being taken advantage of:
Email Alone Does Not Solve Gaps In Communication
While email is an incredible communication tool it does not always solve organizational communication issues that result in lack of results and loss of revenue. In many instances it can exacerbate those issues if relied on too heavily.
People get a lot of email and there is no way to tell if and when email is being received or if it is being understood.
Email Facts:
SharePoint or Intranet For Internal Communication
- Is what is being posted on actually being viewed?
- Is what is being posted understandable?
- How often is it being viewed after initial post to ensure complete understanding?
Relying on Supervisors or Trainers do deliver the message:
- Are the people responsible to deliver crucial information delivering on time or at all? How do I know for sure?
- Are they able to articulate the message in the way that a point needs to articulated?
- Are the messages they are delivering being understood and retained?
- Without going to everyone directly how can I prove that employees are receiving the crucial communication properly and at the crucial time?
- Users determine how emails are received, prioritized, viewed and when they are saved.
- Users can (and most often do) disable "Read Receipt" function for all incoming emails eliminating ability to determine if email is received.
- On average workers spend more than 30% of their time reading email.
- If an employee is earns $35k per year, more than $10,000 is being paid to read email.
Increase Sales and Sales Staff Performance with Internal Communication Desktop Alert Software
Desktop Alert Software empowers you to immediately send out desktop or mobile alerts through various flexible messaging channels so your key messages will never be ignored, pushed to the side or deleted ultimately resulting in better one way communication and message consistency across any position, department, location, network or device.
With full real time reporting analytics and a suite of internal communication alerts vehicles that is a perfect fit for sales, your organization can greatly improve operational efficiencies and have a positive and immediate impact on production, loss of revenue and employee turnover due to poor communication.
Efficiency improvements may be in the form of lowering operational expenses, increased production and a culture changing focus on generating activities that are based on value and organizational objectives.
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