The Link between Sales Happiness, Performance and Technology
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The webinar discussed a study by Harvard Business Review Analytic Services on the relationship between sales team happiness, performance, and technology. The study found that 81% of very happy sales teams reported increased annual sales, compared to 59% of less happy teams. Key factors for happiness included supportive leadership, a social and transparent culture over a goal-driven one, and technology that enables the team rather than just manages them. Choosing the right CRM is important for sales team happiness and performance.
The Link between Sales Happiness, Performance and Technology
- 1. SALES HACKER WEBINAR @saleshacker A research by Harvard Business Review Analytic Services (HBRAS), commissioned by Freshworks. The link between sales happiness, performance and technology
- 2. Use the Q&A Box to ask any question you want (they get lost in chat) Don’t be shy, Say Hello in the chat (& share your LinkedIn profile!) We’re Recording this for you right now Housekeeping We’ll Send the Slides along with the recording 📬 🎥 💬 🙋
- 3. Hosted by: Marivic Becker Senior Sales Leader Freshworks Scott Barker Head of Partnerships Sales Hacker
- 4. Why focus on a sales team’s happiness? ...And is a happy team a high-performing team?
- 5. Freshworks’ commissioned Harvard Business Review Analytic Services to understand: a. How do happiness and culture impact sales performance? By what degree? a. What are the factors that positively and negatively impact sales team happiness?
- 6. The methodology 300+ sales leaders were asked rate their sales team’s happiness on a scale of 0-10 0-7: less happy group 8-10: very happy group
- 7. Three key areas we’ll be looking at: 1. Sales team’s happiness and its outcome on business metrics 1. Factors contributing to salesperson’s happiness (and unhappiness) 1. Crucial role of sales tech/CRM in team’s happiness
- 8. Sales team’s happiness and its outcome on business metrics ➔ 81% of very happy groups reported increases in annual sales. Only 59% of less happy groups reported similar results.
- 10. Factors contributing to salesperson’s happiness (and unhappiness) a. Leaders play an important role 89% of the very happy group agree that sales team happiness is a strategic priority for their leadership.
- 12. Poll question! Which sales culture do you belong to? “Goal-driven” “Work, hard, play hard” OR “Supportive” “Social” “Transparent”
- 13. Factors contributing to salesperson’s happiness (and unhappiness) b. Impact of culture code words 66% of all respondents agree typical sales culture can work against sales team happiness. “Goal-driven”, “work, hard, play hard” make a less happy sales culture “Supportive”, “social” and “transparent” make a very happy sales culture
- 14. Crucial role of sales tech/CRM in team’s happiness 71% of all respondents agree that poor sales tech can negatively impact sales team happiness.
- 15. Crucial role of sales tech/CRM in team’s happiness a. Democratic decision-making Just 30% of respondent organizations report the evaluation of the tech from the sales team is one of their top criteria when choosing their sales technology.
- 16. Crucial role of sales tech/CRM in team’s happiness b. Sales team doing non-selling stuff! Less happy group was more likely than the happier group to report that their CRM requires too much time for non-selling/admin tasks. (20 percentage points difference)
- 17. Poll question! CRM should help... a. manage the sales team? a. enable the sales team?
- 18. Crucial role of sales tech/CRM in team’s happiness c. Manage vs enable The less happy group was 17 percentage points more likely than their happier peers to report that their sales tech (CRM) is too focused on managing the sales force as opposed to enabling it.
- 19. And finally, very happy group report ideal CRM experiences
- 20. So your choice of CRM is key to your sales team’s happiness → performance!
- 21. How to replicate a happy and high- performing sales culture? Empower the team with the right CRM Be more social, transparent and supportive Avoid pitting salespeople against one another
- 22. How to replicate a happy and high- performing sales culture? Emphasize coaching and skill development Magnify each success, big or small Define successful sales processes
- 23. So your sales culture is great? Take this quiz to find out!
- 24. Live Q&A Marivic Becker Senior Sales Leader Freshworks Scott Barker Head of Partnerships Sales Hacker