Motivational selling - how empowered employees can help close deals

Citation

Chang, J. (2006), "Motivational selling - how empowered employees can help close deals", Human Resource Management International Digest, Vol. 14 No. 7. https://doi.org/10.1108/hrmid.2006.04414gad.006

Motivational selling - how empowered employees can help close deals

Motivational selling – how empowered employees can help close deals

Chang J.SMM – Sales & Marketing Management, May 2006, Vol. 158 No. 4, Start page: 18, No. of pages: 1

Purpose – To discuss how empowered employees can help close deals. Design/methodology/approach – Reports the findings of the annual list of the 50 best employers in Canada, determined by human-resources consulting firm Hewitt Associates, and presents a case study of The Jay Group, a US marketing fulfilment services firm. Findings – The more employees are invested in their jobs, the better it is for business as employee engagement correlates to higher revenue growth. Describes how The Jay Group ended up sealing a major deal thanks to the confidence of its workers. Adds that the Group’s clients will often sponsor or co-sponsor incentives and recognition for staffers who work on their accounts, such as weekend trips, days off or smaller monetary rewards, and when executives from client firms drop by, customer service representatives (CSRs) attend lunches with them, thereby putting a face to a name. States that CSRs are also educated on the marketing and business goals of the client so that they can tie a company’s objective into their personal success at work. Originality/value – To highlight the importance of employee engagement.ISSN: 0163-7517Reference: 35AN077

Keywords: Morale, Motivation (psychology), Sales Management, United States of America