How to Put Your Sales Force Engagement Plan into Action

Posted by Anna Simon on Wed, Aug 14, 2019

This blog post is the third in a series on employee engagement and motivation.

In earlier posts, we discussed how to survey your sales force, how to analyze the results in the context of ZS’s iCARE framework and how to decide what to act on. Now comes the hard parthow to keep your sales force engaged by putting this plan into action.


>
Read More

Why Looking for Bright Spots Will Motivate Your Sales Force

Posted by Richard Smith on Wed, Jun 05, 2019

This blog post is the second in a series on employee engagement and motivation.

In their 2010 book, Switch, Chip and Dan Heath describe a nutritional intervention performed by Jerry Sternin of the Save the Children nonprofit organization in Vietnam. While his predecessors examined where nutrition efforts weren’t working in an attempt to tackle the country’s hunger crisis, Sternin looked for bright spots, places where nutrition efforts seemed to be effective. This positive approach resulted in recommendations that were easy to implement, like eating four small meals a day instead of two large ones and including shrimp and sweet potato greens in the diet for protein and nutrients. By teaching mothers throughout the community how to make these changes, he was able to achieve significant results.


>
Read More

Three Tips for Maintaining an Engaged Sales Force

Posted by Mike Martin on Thu, Mar 07, 2019

This blog post is the first in a series on employee engagement and motivation.

Nearly 11% of professionals, such as doctors, nurses and lawyers, are “actively disengaged” in the workplace, according to Gallup’s 2017 State of the Global Workplace report. They’re showing up for work but they’re unhappy and likely looking for another job.


>
Read More

How Do You Energize Your Sales Force?

Posted by Steve Marley on Mon, Oct 15, 2018


Some time ago, I wrote a blog that described the CARE ™ framework that we use at ZS. With a survey, we can develop what we call the “CARE Fingerprint TM,” a motivational profile that’s unique to each individual in the sales force. Once we have this fingerprint information, we need to determine how people in our organization feel about their sales experiences relative to their profiles.


>
Read More

How to Motivate Your Sales Force in the New Year

Posted by Steve Marley on Wed, Jan 24, 2018


As we turn the page to a new year, companies typically begin rolling out their new incentive plans. The hope is that we’ve tweaked and updated the plans to refocus efforts and reenergize our sales forces. But are our salespeople motivated? Are they excited about their work? And if not, what would make them more enthusiastic in 2018? 


>
Read More