“Happy employees are productive employees.” Sounds like a phrase from a cheesy motivational poster, right? And yes, studies have shown this to be true in a general sense. But how about the hard numbers? Can employee engagement really translate to higher sales figures?
Well, the research is in. A new study from Yale researchers Nathan Yang and Ahmed Khwaja has revealed thatmore engaged salespeople do drive more sales. Specifically, Yang and Khwaja found that highly engaged sales reps are more likely to successfully upsell their customers—and leave their customers more satisfied.
“We were inspired by the attention companies place towards making their themselves desirable places to work,” Yang told CloserIQ. Google, with its famous free snacks, transportation, and generous parental leave, came to mind, he said. “Even at [the] Yale School of Management, something as simple as a ping-pong table has a positive impact on faculty.”
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