The Importance of Employee Engagement

While employee retention is always important for company performance, it is especially important in the sales equation. Employee churn is common in sales teams. Keeping and developing top performers can be difficult, and the results can make or break a company's bottom line.

Fremont, CA: Employee engagement is critical – it has been shown to reduce staff turnover, improve efficiency and productivity, improve customer service and retention, and deliver higher profits. Finally, having an engaged team makes it easier to run a business and allows one to focus on activities that add more value, such as process improvement, innovation, and development. This is why, in a nutshell, employee engagement is critical to business outcomes and success.

It all starts with individual employees and the simple fact that when people are engaged, everything they do is infused with meaning, energy, and enthusiasm. Some define employee engagement as the level of commitment a person has to their employer and the company's goals. Another way to think about it is how much a person cares about their job. If a person is proud of their work and the company they represent, they will perform well on any measure of engagement. Take those feelings of pride and commitment and spread them throughout the organization. Improvements in performance and productivity compound as a workforce becomes more engaged, creating a measurable positive impact on company results.

Employee Engagement Improves Customer Satisfaction

If one has ever hung up the phone angrily after speaking with a customer service representative, muttering to oneself about never doing business with the company again and the waste of time one just endured, one already has some understanding of how employee engagement affects the service experience. Unsatisfactory situations like this one are the direct result of practices that prioritize numbers over people, creating incentives for employees to focus on getting callers off the phone rather than providing satisfaction.

Better Employee Engagement Results In Better Sales Performance

Understanding what matters most to sales professionals provides an eye-opening example of the link between employee engagement and sales performance. According to recent research, the top three drivers of engagement for salespeople are, in order:

• Confidence in senior management
• Opportunities to grow and develop
• Confidence in the future of the organization

In short, a company that provides a bright future will do a better job of engaging – and retaining – its sales professionals, as well as keeping them focused on their current job rather than looking for a new one.

While employee retention is always important for company performance, it is especially important in the sales equation. Employee churn is common in sales teams. Keeping and developing top performers can be difficult, and the results can make or break a company's bottom line. However, one of the most powerful advantages of employee engagement is that it slows employee turnover. In fact, one of the quickest ways to improve competitive posture is to become a preferred employer for talented salespeople.

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