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The performance of your sales team depends on your ability to communicate the same message and meaning to each of its members. Often, these messages must be communicated at speed, and they must be communicated to salespeople based in the office, in the field, and in different geographies. Such workforce dynamics are problematic to colleague engagement in the sales effort.
In this article, you’ll learn seven effective colleague engagement strategies that should enhance your internal communication capability and help improve the effectiveness of your sales team.
As connectivity has improved, the willingness for people to wait has declined. There is a need among your customers for instant gratification. Your response must keep pace with this desire for speed. There is an imperative on your internal communication strategies and processes to be fast, enabling improved focus on current strategies and targets.
Messages must be concise and precise. Email is not a contender to satisfy this need. By offering and encouraging new ways to communicate internally, you can promote better colleague engagement between all members of your team – and this should help to boost your sales as reaction to changing market conditions and evolving customer requests can be dealt with quickly.
As we journey deeper into the 21st century, the millennial and Gen Z workforce will gain dominance in sales teams. It is therefore important to evolve your organizational culture to align with the mindset of the millennial generation workforce.
The millennial workforce communicates differently to previous generations. When developing our internal communication strategy, it would be wise to do so in line with how your workforce prefers to communicate. Providing processes to do so is not enough; you must integrate this culture into how your leaders and managers behave.
Team meetings and training events will continue to be important, but by encouraging internal communication by more creative methods – and through communication channels that are accepted as the norm by millennials – you will encourage greater colleague engagement in the essential communication process.
Peer pressure can be an incredible tool to encourage collaboration. Employ the seven ways to build collaborative leadership to build a highly-focused team working toward a collective goal:
I. Build trust
II. Encourage adoption of a shared purpose
III. Develop diversity
IV. Accept and encourage initiative
V. Be information sharers, not informant hoarders
VI. Create transparency in decision-making
VII. Understand that conflict can be constructive
Develop your internal communication policy to support these pillars of collaboration, providing a horizontal communication network that means messages are shared with all, rather than communicated by stealth.
According to research by HubSpot, 80% of people would rather watch a video from a brand than read. People are now used to accessing how-to ‘articles’ on YouTube videos. Viral videos are a major marketing tool. Live, streaming videos enable real-time communication and genuine messages to be shared.
Videos can be easily filmed, in cost-effective studios or on mobile phones anywhere. Vlogging is gaining in popularity. Internal company vlogs may be the preferred communication medium for many people, with live messages conveyed simultaneously to all your team members.
Challenge your salespeople to become involved with internal vlogging, by encouraging them to provide content. This enables people from around your workforce to share their views and ideas and get feedback on them.
Ask your people to choose what interests them most about their work, your products or services, and the challenges they face, and encourage them to communicate this with others. It doesn’t have to be via video, either. Set up groups on instant messengers to empower even the most camera-shy colleagues to engage.
Engage remote colleagues by adopting appropriate communication channels: go mobile. Use the channels that your team members are used to using:
Consider digital developments and how they are being accepted int the mainstream – for example, wearable technologies.
Gamification is a learning process that helps onboard your people with key messages and vision. Gamification encourages people to participate in discovery of your learning objectives whether they be sales strategies, product features and benefits, organizational objectives, and so on. It also encourages your employees to discover more about each other, and to understand their own strengths and weaknesses and development needs.
To ignite your sales team and promote colleague engagement, it is essential that you employ effective methods of communication. Your internal communication strategy must evolve as your workforce evolves, and their preferred channels of communication adapt to digital advances.
However, whatever your internal communication strategy, methods and processes, your effort and investment will fall short of objectives if you don’t onboard a communication culture within your organization.
Contact us today, and discover how we could help your organization construct a culture of communication that improves colleague engagement and helps sales teams to achieve accelerated performance targets.
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