Myth #2: Morale will improve when sales go up. Managers often believe that increased sales will result in higher morale, ignoring the fact that low morale makes it difficult, and even impossible, to increase sales.
What results is a classic “chicken or egg” situation where everyone’s waiting for things to improve, with decreasing hope that they actually will.
Truth #2: Morale improves when employees believe sales will improve. To create this belief managers must: 1) present a clear vision of the future, 2) have the sales team make the reality check that the vision will work and will benefit each team member, and 3) refine the vision into a practical set of steps that everyone agrees are achievable.
Note: This initiative must have upper management support or it will die from lack of funding.