Newsletter | January 19, 2022

01.19.22 -- The Great Resignation: Coming To A Company Near You

 
     
 
     
 
  In This Issue:  
 
     
 

FROM THE EDITOR

 

The Great Resignation – Coming To A Company Near You?

 

What has become known as “The Great Resignation” has reached such proportions that it has earned its own Wikipedia page and it is not showing signs of slowing. The Bureau of Labor Statistics reports that 4.5 million workers left their jobs this past November. That number represents 3% of the total workforce and is equal to the number who also quit in September.  

 

What is going on? No one really knows, economists and labor statisticians are perplexed! While some labor sectors are more impacted, all have been disrupted. B2B marketing and sales departments that have seen their in-house capabilities reduced are having trouble outsourcing because agencies are also short workers.

 

I don’t have the answer but having served in the Army for nearly three decades, living under arduous, miserable, and sometimes hostile conditions, I cannot recall a single time when anyone walked off the job. I think it is because I served with some remarkable leaders. Difficulty and uncertainty reveal character, and effective leaders rise to challenges. Good leaders take the time to listen, understand, adapt, and encourage others to achieve what they believe is beyond their grasp.

 

This edition of the newsletter dives into some ways leadership can make a difference.

 

If you some ideas on how to retain quality people in your business, I’d love to hear your thoughts.

 

Thanks for reading - Perry

Perry Rearick

Chief Editor | Follow Your Buyer

prearick@followyourbuyer.com
 


 

  Exclusive Content From Follow Your Buyer  
     
 
Are Your Marketing Tactics Supporting Your Business Strategy? If You’re Not Sure, Try Task And Purpose
 
 

I speak with a lot of B2B marketing professionals who describe their work as trying to manage chaos. Unrealistic deadlines, constantly changing priorities, emergency press releases that never get approved for distribution, and tradeshow collateral that must be created and overnighted are all in a typical day’s work. I’ve been in newsrooms less frenzied.

 

Marketing is intended to be the process organizations use to engage target audiences, nurture customer relationships, develop business, and, ultimately, generate revenue. But too many organizations are drowning in tactics that are not linked to their business strategy. To gain clarity, think task and purpose.

 
 
 
 
 
     
 
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This behind-the-scenes look at one drug delivery device OEM’s two-year buyer’s journey represents the complexities involved in evaluating suppliers.

 
 
 
 
 
     
 
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  B2B Marketing Around The Web  
 
 
Sales Enablement And The Great Resignation: Three Things Your Need To Do Now
 

 

The Great Resignation is a real phenomenon. The data shows that both blue- and white-collar workers are opting for “something else,” but what does that have to do with B2B sales enablement? According to LinkedIn data, resignations are even higher for sales professionals, up as much as 39% over the past three months. If your sales enablement function is responsible for managing the sales talent lifecycle, then the Great Resignation has a direct and immediate impact on your role.

 

Even when there is not a measurable drought of talent, there is an ongoing struggle to attract high-performing sellers. The current labor trend impacts the hiring, onboarding, and retention of sellers, and enablement professionals must act quickly to minimize the impact of vacant sales seats and the opportunity cost of uncovered quota caused by sales resignations. Here are three ideas to keep enablement ahead of the curve:

 
 
 
     
 

Move from Empathy Toward Compassion

 

by Rasmus Hougaard, Jacqueline Carter and Marissa Afton

 

The task of being a leader over the last two years has required a great deal of empathy. Leaders are helping teams recover from the grief and loss of the pandemic, buoying the declining mental health of their employees, and being sensitive to people’s anxieties. And while being empathetic — having a close, visceral understanding of the other person’s experience — is important, acting on that feeling and exhibiting compassion will allow you to better support your people. To move from empathy to compassion, start by taking a mental and emotional step away to get a clearer perspective of the situation and the person. Creating distance may feel counterintuitive but it’s hard to see solutions when you are too emotionally involved in the problem. Of course, you also want to ask the person what they need. If it's something you can feasibly offer, offer it. But remember that you won’t always be able to meet their requests, and in many instances, that’s ok. Taking compassionate action is sometimes a matter of listening and being a caring presence.

 

Originally published by HBR Connect with Empathy, But Lead with Compassion