The change in the business world caused by the pandemic is that many businesses decided to continue their work virtually. In this Expert Insight Interview, Heidi Lynne Kurter discusses remote sales teams. Heidi Lynne Kurter is a People and Culture Manager at Noticed and a Senior Contributor in Forbes.
This Expert Insight Interview explores:
- The importance of communication in a virtual environment
- The proactive ways to take regarding the change in the working environment
- The new way of doing business
Considering that people share the common space less now, sales managers have to put extra effort to create an adequate level of energy and connectivity within the sales teams. The key to that is communication. Everyone gets motivated and engaged differently. Thus, sales managers should frequently have one on one conversations with their employees. Reaching out to and making sure that an employee feels comfortable enough to share his or her needs and thoughts with a manager leads to creating close and genuine relationships. Two people can create a trustworthy relationship online as well. Relationships built over Zoom or any other platform might be even more sincere than the ones from the office. The reason for that is that when we talk with people while the camera shows our home, we offer them insight into our authentic self by letting them into our home. That way, they can see and learn much more about us than what they could learn in the office setting.
Since more companies are becoming virtual now, some things that were characteristic of traditional ways of doing jobs have shifted. For example, people do not have to live close to their work. That can lower their living costs and time spent commuting while increasing the quality of life. Traditional five to nine work hours got replaced by flexible work hours. Companies realized that many business meetings could be online instead, which eliminates high traveling costs for high distance meetings. Also, not renting the office space anymore saves large amounts of money for the companies, and that money could go towards the investment in equipment for the workers. Not all the workers have the conditions for work from home, so that is one of the aspects for leadership to consider.
The New Way
People have different opinions about virtual work. Some of them embraced the change to the home office, while others who are less reluctant to change struggle with it. However, doing work online turned out to be more efficient, and employee collaboration increased. Besides, the opportunity for hiring diverse talent around the world is immense. Even though larger companies harder and slower change their structures because of their size, this pandemic has changed the way we will be doing business in the future.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.