Incentra Insights

Why the Focus on Sales Enablement?

As sales organizations struggle to find a “new normal”, they are increasingly focusing on their sales enablement strategies. Last year, Forbes predicted that sales enablement would become a critical element in the coming year’s post-pandemic sales planning. It appears their predictions are coming true.

A Time of Rough Sailing

There is no question it has been a tough several years for U.S. companies. The upheaval in normal business operations, the emergence of the hybrid workplace, and the great resignation are just some of the overwhelming challenges faced by both employers and employees.

A State of Emergency

There is no question that the pandemic dealt a crippling blow to our national healthcare system. In a letter sent in March of this year to the House Energy and Commerce Committee, the American Hospital Association called the workforce shortage hospitals were experiencing a “national emergency,” projecting the overall shortage of nurses to reach 1.1 million by the end of the year. And it’s not just nurses. Professionals from medical lab workers to paramedics are in short supply. And it doesn’t appear that we’ll be out of the woods anytime soon.

New Focus on Sales Training and Development

 As sales leaders continue to cope with the myriad of changes after the pandemic, one issue is beginning to emerge as a critical challenge to overall sales success. Due to the proliferation of working remotely and virtual selling, many sales teams have experienced a lack of sales training, product knowledge, and staff collaboration.

Cost of the Growing Employee Turnover Rate

 U.S. employers are struggling with an unprecedented rise in employee resignation rates. According to new figures from Gartner, 37.4 million people will voluntarily quit their jobs this year, a quite staggering 20% increase on pre-pandemic levels. 

The past two years have totally upended everything we thought we knew about the sales process. Both sellers and buyers have had to adjust to a totally new system of prospecting, sales approaches, interactions, and contract negotiations. Sellers have to adopt completely new sales techniques, and buyers are learning to expect much more from the companies and sales teams that approach them. So what have the past two years taught us, and how do we go forward with sales processes that work in this remote sales model?

The Great Employee Exodus

We have all witnessed the massive departure of employees from the workforce over the past several years. Workers have been quitting their jobs in droves, sometimes without even having another job lined up. If the pandemic taught us anything, it is that employees can quickly lose enthusiasm for their jobs and careers. The disruption to the workplace has only magnified the reality that many workers feel ongoing dissatisfaction with their work-related situations. So how can employers stem this tide and stop the flood of a disappearing workforce?

Back to Basics

Based on the chaos of the past several years, many sales managers are wondering if we will ever return to a normal sales environment. The answer is probably not. However, as we are slowly entering our new normal world, this may be a good time to reflect on the fundamentals of a successful sales incentive program. Despite the tumult in the marketplace, some basic concepts of recognizing and rewarding your sales team’s efforts will inexorably remain the same. So this is a good time to recall those essential concepts.

One Constant in the Ever-Evolving World of Work

 The only thing we know for certain is that things will change. This has been the all too real experience of employers and employees in the past several years. The workplace has continually evolved through periods of lockdowns, remote operations, and hybrid settings. The disruption to the normal workplace environment has been tumultuous and stress-producing.

Companies have learned the incredible value of implementing and utilizing employee recognition programs to reward and retain their current staff, in addition to helping them attract new employees. In healthcare where success is measured by the quality of care patients receive, the importance of recognition is even greater.