Sales Coaching Blog

Communication as a Sales Leadership Challenge

Posted by Jaime Davis-Thomas

August 3, 2010

Communication is a Common Challenge for Sales Leaders

EcSELL Institute's Guest Author: Abby Goodman, OfficeTeam

Most managers say they are communicating better and more often with their employees now versus one year ago, a new survey shows. Unfortunately, their teams may not be getting the memo. Sixty-nine percent of executives interviewed said messages to employees have become more frequent, and 56 percent believed communication is of higher quality. Yet, only 37 percent of workers polled agreed there's been a boost in the rate of corporate updates, and only 38 percent of workers felt information has improved. Surveys were conducted by an independent research firm and are based on telephone interviews with 150 senior executives at the nation's 1,000 largest companies, and 493 workers employed in office environments.

Sales Leaders and workers were asked, "How would you say the quantity of communication from management to employees at your company has changed in the past 12 months?"

  Execs Workers
Quantity of communication increased significantly 25% 13%

Sales Leaders and workers also were asked, "How would you say the quality of communication from management to employees at your company has changed in the past 12 months?"

  Execs Workers
Quantity of communication improved significantly 19% 14%

During times of change, companies must be able to share information quickly and often. The good news, in light of this difficult economy, is that most employers have increased staff outreach. What is less encouraging is that this communication may not be as effective as it could be," said Robert Hosking, executive director of OfficeTeam, the study's sponsor. Hosking noted that clear and timely communication will be especially valuable as businesses prepare for the upturn. "Managers who provide regular updates and encourage open discussions help employees better understand the company's overall goals and their own role in helping to achieve these objectives," Hosking said. "Frequent communication also can aid retention efforts, which will become a greater focus for employers as the job market improves."

Download this research article, from the EcSELL Institute Resource Library titled "Connecting Is the First Step to Coaching".

Topics: Engagement, Research, Leadership & Management, Executives, Sales Management

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