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Improve Sales Team Morale

Situation

sales_mgmt_rsz375_optMorale was dismal among the sales team at a technology company. A revolving door syndrome was developing and sales were declining.

Engagement

Our consultants were retained to assess the situation and provide guidance on how to turn the situation around. A number of problems, including inappropriate incentive strategies, management by humiliation, and lack of a progressive career path were identified. Our consultants implemented a management development program that coached front-line sales managers on how to improve their management style. Next, new incentive and recognition programs were developed. Finally, senior management was counseled on how to create career paths that would retain top sales professionals.

Result

Employee satisfaction surveys indicated a complete turnaround within four months. Team morale ranking increased from two to nine on a ten-point scale and sales increased over 20% per quarter for the following three quarters.

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