• Dan Molloy | Sales Training

How important is employee commitment in an organization?


Every business owner and manager has been part of a conversation about employee engagement, where workers are immersed in their jobs.

Engagement is closely tied to commitment, but the two are not the same. An engaged employee is immersed in his or her work, and that’s something every business owner wants and needs.

Commitment goes deeper. It is that desirable – but sometimes elusive – state where team members are fully invested in achieving the goals and objectives of the business.

It can waver from one day to next depending on a combination of factors that range from whether the company has the right people to whether they are treated well enough.

The owner’s primary concern is commitment, which is key to productivity, overall effectiveness and the ability to consistently achieve desired results.

No business can execute at peak levels without employees who are committed to the organization’s objectives and who perform as effective members of a team.

Owners must act like the coaches who work with athletes involved in endurance sports – triathletes, marathoners and long-distance cyclists – ensuring that they communicate well while helping team members prepare adequately for the long haul.

Sales organizations achieve breakthrough results only when owners and senior managers set lofty goals, consistently articulate them in a way that the sales and operations teams can take ownership and build commitment across the organization.

One they’ve done this, they need to make sure people are on board and prepared for the challenges ahead.

Like a coach, the owner must develop a connection with team members and understand what each needs to perform at the highest levels. Owners must adopt motivational strategies for each individual team members while balancing the need to treat all fairly.

In addition, the owner must:

● Figure out what the organization overall and individual team members need to be competitive.

● Determine what each team member needs to do every day to achieve goals. This sets expectations and allows progress to be tracked.

● Commit to letting go of some things. If the goal of the business is breakthrough results, the owner must leave behind those things that distract from the core focus.

● Re assess organizational strengths. Businesses don’t always know what’s working well, but it is important to understand what the business and those who work there are good at and capitalize on those things.

● Re-evaluate weaknesses. This identifies the things tat need improvement or, perhaps, should be let go.

● Set high expectations. The company can’t achieve breakthrough results by taking shortcuts or cutting corners.

● Be disciplined. Know what needs to be done every day toward achieving goals.

● Expect different results. Things won’t improve unless it’s intentional.

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