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.
Looking for bright spots is also key to energizing your sales force. We’ve already discussed in earlier posts how to survey your sales force and how to analyze the results in the context of ZS’s iCARE framework. Our Energy Survey identifies what your field sales force cares about and how energized they are. But it will also identify the bright spots: employees who are already highly engaged, which managers have energized teams and which regions are highly motivated.
The survey is an important first step in understanding how to evaluate your energy levels, but it’s also only one of many existing resources. Maybe you already have a field engagement survey. Maybe you already feel you have a reasonable understanding of the issues confronting your sales force through first-hand experience and anecdotal evidence. How do you know what to tackle first? What are you already doing that could be propagated to the rest of your team?
It’s important to understand the elements of the survey results that are specific to your organization and your top performers by talking to your most motivated employees and figuring out what they’re doing differently. Conduct workshops with the first line managers with highly engaged teams to learn how they keep their teams motivated. Hold listening sessions or roundtables with your highly-rated sales employees to understand what energizes them. The key is to listen, be open and learn.
In our next blog post, we’ll discuss how to take what you’ve learned and act on it, and how to build a comprehensive energy program to re-engage your sales force and keep them engaged.
BLOG POST: How Do You Energize Your Sales Force?