In today's episode, we dive into the topic of remote working and its impact on sales performance. While there are varying opinions on this matter, it's crucial to explore the potential reasons behind productivity levels in office settings and how remote work can either enhance or hinder them.

From my observations, it appears that salespeople who struggle to perform in an office environment may continue to face challenges when working remotely. On the other hand, high-performing salespeople tend to thrive in remote or hybrid settings. This phenomenon can be attributed, in part, to the limitations of office environments. In offices, sales conversations often revolve around pleasing the office audience rather than prioritizing what's best for the buyer. However, when salespeople work from home, they gain the freedom to test different language and engagement approaches that resonate with the buyer, even if they don't align with the preferences of office listeners.

Another issue arises when multiple salespeople work in the same office. The traditional practice of seating new hires close to experienced salespeople for learning purposes often leads to the adoption of bad habits and poor sales techniques. As a result, these negative patterns are perpetuated, hindering the growth of new salespeople.

For small to medium businesses with limited sales teams, there is a significant opportunity to leverage the hybrid remote model to boost sales performance. It's not solely about the physical work environment but also the measurement approach that remote work demands.

The standard of measurement in remote work tends to be higher, which can be transformative for sales performance. In traditional office settings, sales review sessions often rely on subjective, casual conversations lacking specific data points. In contrast, remote work compels managers to rely on more objective data points, leading to better progress assessment and strategizing. With tools like CRM and Kanban, sales managers can effectively work while others are asleep, fostering a more data-driven, objective, and productive relationship with their team.

Furthermore, remote working provides salespeople with an uninterrupted environment where they can work independently, take ownership of their business, and be accountable for their performance. This newfound freedom and responsibility are known to contribute to improved sales performance. 

Even when salespeople primarily work in office settings, important meetings like forecast and pipeline reviews often take place remotely, typically on Mondays or Fridays when many individuals work from home. Therefore, it's essential to measure performance and implement sales strategies that align with remote work measurement standards, regardless of the company's hybrid working policy. The key message here is to treat everyone as if they are working remotely and utilize remote standards for measurement and sales practices.

As the business landscape continues to evolve, it's vital for sales organizations to adapt to the changing dynamics and capitalize on the potential benefits of remote working. By understanding the nuances and implementing effective strategies, businesses can unlock new levels of sales performance and success.

0:00:59 Remote working and its impact on productivity and performance
0:02:42 Advantages of the work from home model for salespeople
0:04:51 The potential of the hybrid remote model for small businesses
0:07:28 The positive shift towards data-driven management in remote working

Visite https://www.salesvirtual.com for more content and extended show notes on this subject.