The document discusses sales engagement and its impact on key business outcomes. It defines sales engagement as occurring when companies motivate their salespeople through emotional and mental connections, leading to extraordinary effort and results. Studies show sales engagement is strongly correlated with higher profitability, productivity, customer loyalty and satisfaction, retention, and goal achievement. However, many companies struggle with leadership, recognition, and input into goal-setting that hinders engagement. The document provides a roadmap for improving sales engagement through audience segmentation, leadership involvement, communication, meaningful rewards, variation, and simplicity.
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Sales Engagement by the Numbers
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Sales
Engagement
by the
Numbers
Sales
Engagement
by the
Numbers
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Sales Engagement
happens when companies win over
the hearts and minds of their salespeople
in ways that lead to extraordinary effort
and
positive sales results.
Sales Engagement
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Sales Engagement
is a powerful predictive indicator of
key business outcomes, including:
Sales Engagement
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Profitability
Companies in the top quartile of
engagement scores had 50%
HIGHER TOTAL SHAREHOLDER
RETURN than the average company.
Profitability
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Productivity
Engaged salespeople have
18% HIGHER PRODUCTIVITY
and 60% HIGHER QUALITY
than under-engaged salespeople.
Productivity
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Customer Loyalty
Sales experience is by far the
leading driver of customer loyalty.
Above even price, value, product,
brand and delivery.
ITS CONTRIBUTION
IS OVER HALF – 53%.
Customer Loyalty
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Customer
Satisfaction
Companies with highly engaged
salespeople score between
12% AND 34% HIGHER
IN CUSTOMER
SATISFACTION RATINGS.
Customer
Satisfaction
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Leadership
38% of sales staff need more
training and development.
Leadership
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Leadership
38% of sales staff need more
training and development.
45% of sales reps don’t receive
truly engaging recognition.
Leadership
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Leadership
38% of sales staff need more
training and development.
45% of sales reps don’t receive
truly engaging recognition.
41% of sales employees don’t
fully trust their leadership.
Leadership
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Goal SettingGoal Setting
Over 33% of salespeople don’t
feel they have input into their goals.
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Goal SettingGoal Setting
Over 33% of salespeople don’t
feel they have input into their goals.
When given the chance to self-select a
goal that they feel is attainable,over 98%
of sales reps will accept the challenge.
13. I
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Goal SettingGoal Setting
Over 33% of salespeople don’t
feel they have input into their goals.
When given the chance to self-select a
goal that they feel is attainable,over 98%
of sales reps will accept the challenge.
Indirect or channel sales reps
(dealer, distributor, reseller) will engage
at over 86% when they
can choose their own goal.
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Retention
ENGAGED EMPLOYEES
ARE 87% LESS LIKELY TO
LEAVE AN ORGANIZATION.
They are 5 times less likely
to leave than employees
who are not engaged.
Retention
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What is...
the Road Map the
Sales Engagement?
1 Segment Your Audience
What is...
the Road Map the
Sales Engagement?
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BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
What is...
the Road Map the
Sales Engagement?
1 Segment Your Audience
2 Involve Leaders
What is...
the Road Map the
Sales Engagement?
17. I
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
What is...
the Road Map the
Sales Engagement?
1 Segment Your Audience
2 Involve Leaders
3 Communicate Progress
What is...
the Road Map the
Sales Engagement?
18. I
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
What is...
the Road Map the
Sales Engagement?
1 Segment Your Audience
2 Involve Leaders
3 Communicate Progress
4 Make Rewards Meaningful
What is...
the Road Map the
Sales Engagement?
19. I
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
What is...
the Road Map the
Sales Engagement?
1 Segment Your Audience
2 Involve Leaders
3 Communicate Progress
4 Make Rewards Meaningful
5 Change Things Up
What is...
the Road Map the
Sales Engagement?
20. I
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
What is...
the Road Map the
Sales Engagement?
1 Segment Your Audience
2 Involve Leaders
3 Communicate Progress
4 Make Rewards Meaningful
5 Change Things Up
6 Keep It Simple
What is...
the Road Map the
Sales Engagement?
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BI WORLDWIDE uses the principles of behavioral economics to produce
measurable results for our clients by driving and sustaining engagement
with their employees, channel partners and customers.
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