Layoffs can be a motivational nightmare for sellers. In a Q&A with GartnerSales analyst doug_bushee, he shared how sales leaders can navigate the turbulent labor market and improve the engagement of remaining sellers: B2BSales CSO SalesTips
and finding ways to keep them focused on their objectives in times of disruptions such as now. There are three initiatives sales leaders should evaluate during this current macroeconomic environment to address these challenges:Employees are clear with Gartner that the largest demotivator is working for organizations that lack professional development, especially with organizations where layoffs are a concern.
Also, once layoffs occur, sales leaders typically ask remaining sellers to cover now-open territories their laid-off colleagues previously owned. Again, this means lower interim productivity as those individuals get up to speed doing new tasks. Be deliberate in reducing sales coverage for high cost-to-serve customer relationships rather than across-the-board seller reductions.
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