How to Build a Healthy Sales Environment

August 25, 2014 Doug O'Grady

how to build a healthy sales environmentThe best sales teams come from the best and most healthy sales environment. Even if you have the best people, a great sales manager and a product or service that people are motivated to buy, if your people are working in a toxic environment, it will hurt your sales.

It is not difficult to build a healthy sales environment. It can be time consuming and it requires buy in. The buy in is not just from the sales department, the buy in must be company wide from top to bottom in order to build a healthy sales environment.  There are several ways to begin developing your sales team and a healthy sales environment.

Get your employees engaged and excited about the company. Employees, particularly sales people, who feel enthusiastic about the product or service they are selling will produce far more that those that feel discouraged or disconnected from the company.  Engaged employees receive the benefits of regular and fair evaluations, performance and recognition programs, and opportunities for personal and professional advancement. Engaged and enthusiastic sales people are the foundation of a healthy sales environment.

Employees that feel that they are trusted are far more likely to be dependable and reliable. You will not build a healthy sales environment by micromanaging the sales team.  Instead of public humiliation for poor performance, you are far more likely to build morale, trust and confidence in you sales team by rewarding good performance. Catch your people doing well and reward them for it.  Not all rewards need to be monetary. A simple thanks will motivate a person to continue desired behavior far more than “a talking to" will diminish or reduce unwanted behavior. Build up the morale of your sales team and you will be building a healthy sales environment.

Employees also need to feel valued. No one likes to feel like a number in an organization. Sales managers who take the time to really get to know and understand what motivates their sales team are on the right path to building a healthy sales environment. Saying thanks, providing small, non-monetary incentives in addition to a good compensation package helps the employees to feel like they are part of the team.

Employees that have a good work to life balance are far less likely to burn out on the job.  Allowing time for exercise, lunch breaks, and short distractions from work, will actually improve a worker's productivity.  A healthy sales environment includes people who are physically and emotionally healthy and who do not feel burnt out on the job.

Environmental stresses can do a great deal of damage to a healthy sales environment. Simple things like the level of noise in the office can keep people from being as productive as you need them to be. Some environment stresses that you can easily check:

  • Temperature of the work place.  Too cold and the workers become distracted and the work place feels unfriendly. Too hot and the work place causes sluggishness.
  • Too much noise can be for workers. Constant noise can be extremely stressful and will lead to a drop in productivity.
  • Adequate lighting, comfortable chairs, enough workspace to work in and breathable air all add to a healthy sales environment.

Providing a quality work place where people feel valued and trusted is a large part of building a healthy sales environment.  In addition, providing a good work to life balance that allows your sales team to maintain physical health and a healthy attitude will help you to build a healthy sales environment.  When your people feel good about their work and their work environment, productivity will improve leading to greater sales success.

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