The management team at any company will have to deal with the problem of low morale at some point, as there are a variety of factors that can contribute to a lack of cohesion and happiness in the workplace.
A sales management team has to work with their employees in order to deal with a problem of low morale. If the issue is not addressed immediately, it can lead to a lower level of productivity throughout the company and a smaller revenue stream.
Before any of the executives at the company can deal with the problem, an investigation must occur to find the source of what is influencing the morale of employees in a negative way, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm.
The management team has to exercise their appointed power and remove the source of the problem. This could require quick action, but the detriment has to be identified as soon as possible for the sake of the business, said the executive.
"A typical source of low morale is a problem employee, a bad manager or ignorant senior leadership who are too busy to handle a rift between two workers," according to Kivett.
It is important that managers find the problem employees, if they exist, as allowing a sales representative to be a bully with clients and among the workers can hurt the morale of the entire department, according to the executive.
A sales management team has to create a sales culture in order for their employees to be effective, and eliminating the source of low morale is a primary concern for these executives. Kivett noted that this concept needs to be explained immediately to provide a model for workers.
"Managers need to create a culture, forge one or watch one happen," said the executive. "If you allow it to happen then it wont be a good one, and you will have morale problems. Your job as a leader is to forge a culture, this is what we do and this is how we do it."
The manager doesn't have to be dictatorial about it, but they must make it understood that a certain type of behavior is not tolerated. Things need to be expressly outlined, or people will make their own rules, according to Kivett.