The pandemic changed the dynamics of work for millions of employees around the world. Forced to work from home, have hours of zoom calls, and a lack of social contact coupled with worries about the effects of Covid-19 led to skyrocketing rates of stress and burnout in employees.
In fact, a survey by Indeed reported that more than half of all respondents were feeling burned out. And another whopping 67% believe that the burnout only got worse as the pandemic progressed. Add to it the fact that sales are considered to be one of the most stressful job roles out there (even without the added burden of dealing with Covid-19) and one can see why salespeople are on the verge of snapping.
From meeting quotas, closing deals, and maintaining approval ratings, salespeople are under a tremendous amount of pressure to perform. But with burnout at an all-time high, their performance is bound to get affected. And when sales performance deteriorates, companies lose out on profits and witness a decline in growth rates.
Only a highly-motivated, energetic sales team can keep company growth from plateauing. The question is how to maintain morale amongst the team and prevent the much-dreaded burnout. The answer lies in adopting robust commission-tracking software. Here's how.
How does automating the commission process help in identifying signs of burnout and low sales morale?
The first step to correcting the course is to first recognize that there is an issue. Here are some signs you can look out for, using a commission tracking software, that signal burnout.
Drop in performance
The software tracks the commission data of each sales rep over a period of time. This data is represented by graphs and charts. A sales manager can easily look into the data to identify massive dips in a sales rep's performance. This dip can be a clear sign of burnout and an indication to introduce better incentives to motivate the rep.
Increase in low-quality sales
When sales reps are demotivated and exhausted, they're likely to go for easy sales to meet their quotas. Instead of pushing for better, bigger deals, they stick to cross-selling or upselling to existing customers. The software gives you visibility into this data and allows you to introduce necessary changes.
Higher attrition rates
Another classic sign of a drop in morale is higher churn. When employees feel stressed out or unappreciated, they tend to quit in search of better opportunities. If you see a rise in employees dropping out of your software, it's time to introduce better compensation plans and incentives.
How does commission management software helps reduce burnout and boost morale?
Once you've identified the fact that your sales team is feeling low, it's time to get to work. It's not just enough to give them a pep talk or a quick vacation. Several factors need to be accounted for to bring up motivation levels as well as prevent it from happening again. And commission automation software plays a key role in this.
Automate all the processes
Many organizations still rely on spreadsheets that are manually filled out. These sheets aren't just riddled with errors but also require a lot of extra time to complete. Even with the extra effort, the calculations can be inaccurate. Automating the process with commission tracking software removes the errors, reduces time spent working, and makes the entire process streamlined. Additionally, your sales team also gets unmatched visibility into their compensation calculations. This reduces their stress and motivates them to work harder.
Reward your sales team
The best way to motivate your sales reps is to offer them better incentives and rewards. Compensation automation helps set up new commission plans and incentives quickly. It also helps you recognize your star performers so that they can be rewarded accordingly.
Improve employee experience
Your employees aren't just looking for money, they're looking for a satisfying job experience. Sales commission software introduces a degree of communication, transparency, and reliability which makes their job much easier.
Using a robust sales commission tracking platform like Blitz helps automate the commission process easily while integrating seamlessly with all the other tools they require. Overall, it improves productivity, reduces burnout, and builds rapport between the team and management.