Work & Life in the 21st Century

Virtual Forum - The Future of Work Webinars - Organizers

Join us online at this first SEMI Virtual Forum of the Work & Life in the 21st Century Webinar Series to hear industry experts discuss best practices leading companies are using to optimize their remote teams.

Time

1:30 pm – 2:15 pm

Location

Online, Pacific Time,
United States

Culture and Leadership with Distributed Teams

Businesses are rapidly getting up to speed in how to efficiently manage Remote Teams. Those that learn to lead and develop the critical skills to maintain corporate culture and execute clear outcomes will define who emerges with the most competitive advantage.

We are pleased to have a prominent leader in Distributed Teams share with you some of the benchmarks in remote leadership.

Featured Speakers

Dave Toole, The Gig Economy Group
MODERATOR
Dave Toole
CEO, The Gig Economy Group
Laurel Farrer, Distribute Consulting and the Remote Work Association
Laurel Farrer
Founder, Distribute Consulting and the Remote Work Association

REGISTRATION

Open to AllFREE

Managing Priorities in Remote Selling

By Building Trusted Relationships

In-person selling is no longer available to those who are focused on keeping sales going during these tough times. This requires sales and businesses to pivot and adapt to new “work-from-home” techniques. Independent, direct sellers have been working remotely for decades and offer many lessons to run a remote sales team in the new “work-from-home” reality we find ourselves in. Whether CEOs at large, enterprise companies or small, independent business owners, remote working is now the lifeblood of the US economy. Managing priorities is always a challenge, with a remote team even more so today.

Remote selling is new to big businesses as well as independent, small businesses and contractors like real estate agents, life insurance people, distributors and sellers, etc. These are the people that are needed to get up to speed rapidly to survive and eventually thrive in this new economy. Getting up to speed and getting to best-in-class performance is making the difference as to whom will survive in the new economy.

A case in point: One of The Gig Economy Group’s customers found that as a direct result of implementing the GEG app, first dollar went from 5% of new remote workers to 22% selling product in the first 30 days. They also found a remarkable decease in churn because the app assisted sellers in getting to first dollar.

The graph to the left is Kineviz’s GraphXR graphics which are imbedded in the GEG app and visually exemplifies the case above. It shows how a new seller (dot in the middle) using the GEG Agile Business Concierge has been effectively onboarded and provided best-in-class training, coaching, and mentoring to always have 10 contacts that they are continually communicating with (teal dots). The platform delivers best practices messaging, content, and approaches that are individual to each contact. This personalized content is delivered by the app at the right time and guides the seller to impart the most salient information to move their prospects/customers down the funnel to close (orange dots).  Bringing the remote worker to best in class performance in real time. Note: This individual sold deals (orange dots) within the first 22 days of hire.

Research has shown that remote workers who have success within the first 30 days of hire are highly motivated and very likely to continue selling for the foreseeable future. Continued coaching, mentoring, and sharing best practices provides these workers with the tools and support they need to build trusted relationships, gain the confidence and competencies needed to develop a dependable referral network, and create momentum for continued success. Keeping priorities in sync is now more challenging and critical than ever.

The challenge with providing tools and support services to a remote sales organization that is comprised entirely of an independent channel is the lack of control over them—they aren’t required to take advantage of any services or those sanctioned by your organization. Therefore, the only solution is to provide this independent sales organization with a pathway to success that they will wholeheartedly embrace—one that delivers proven results within the first 30 days, provides clear directions to building trusted relationships, facilitates developing a reliable referral network—all accomplished by providing ongoing tools and support to build momentum in a way that is intuitive, easy to use, and walks them step-by-step to success. Synchronizing priorities to deliver on the promise is more important now. A much more productive pathway than existing ad hoc workflows.

Two critical components to any remote worker is building long-lasting, trusted relationships when there is no longer the water cooler conversations or face-to-face meetings. It is important because the success of any business depends upon its reputation. These are the people who can help you, advise you, and refer you to their network. Referrals are extremely important because those who referred to you are essentially saying “this person is trust-worthy, their solutions are solid, and they will take care of you.” It is always easier when your solution is referred by someone instead of cold calling people you don’t know.

The Gig Economy Group is one of an exclusive group of global, forward-thinking, world-class companies that has invested an unprecedented amount of time, expertise, and resources to definitely understand the intricacies that exceptional, worldwide, B2B companies employ to deliver best-in-class, extraordinary results to their customers, employees, and stakeholders, while managing rapidly changing priorities.

The Gig Economy Group recognizes that sales success in the first 30 days of a new seller’s journey is critical for their initial and ongoing achievements and that effective relationship and referral network building is a skill that most people aren’t adept at; moreover, it is a talent that most don’t care to learn how to do. Therefore, a means to guide people through this competency coupled with astute ‘next-best-actions’ recommendations is the most effective approach to achieving unprecedented results.

The Gig Economy Group’s ABC Platform is the only available solution that guides new sellers through the complex maze of building relationships and creating a reliable, effective network. The app delivers step-by-step guidance to reach out and acquire relationships and then to cultivate them into a network that will ensure sales success. The graph below shows how a seller acquired meaningful relationships and started to build an effective network.

This graph shows how a new seller (dot in the middle) has effectively been guided by the GEG platform to initiate and cultivate contacts (teal dots). The app is continually guiding the user to build lasting, important relationships (teal dots). This is the first phase in building momentum to closing deals as outlined in the previous graph above.

The Gig Economy Group has analyzed the unique problems associated with Gig Economy workers and has talked with industry leaders and analysts to uniquely understand the breadth and depth of the issues facing these workers.  As a result, and as shown in this blog, The Gig Economy Group developed a mobile, AI-enabled app that effectively onboards new remote sellers, provides step-by-step guidance to them, delivers coaching and mentoring at a time when needed the most, and dispenses best practices with real time recommendations throughout the sales journey. Very importantly, it provides best-in-class guidance to building relationships and creating a critical, viable referral network.

In summary, today’s workplace is drastically different than yesterdays. Keeping a pulse on how your remote workforce can contribute to the bottom line and how, as sales leaders, you can provide the tools and support is essential now—more than ever. Next, we’ll share the benefits in synchronizing priorities between organization and remote workers.

ABOUT THE GIG ECONOMY GROUP

The Gig Economy Group (GEG) provides a state-of-the-art AI-powered sales acceleration platform to Gig Economy networks and workers. This platform enables large, global, independent sellers to accelerate sales and improve sales team effectiveness by making smarter, actional decisions resulting in significantly increased revenues. This AI-powered app with its recommendation engine, delivers precision guided selling advice, continual coaching, mentoring, and sharing of best practices.

ABOUT KINEVIZ

Kineviz is the company that brought GraphXR to the marketplace. GraphXR is a visual analytics platform that delivers unprecedented speed, power, and fluidity to anyone working with connected, high-dimensional, and big data. Its interactive, iterative design accelerates time to insight while enabling analysts and business users to make needle-in-haystack discoveries that evade traditional analytic workflows.

Activate your Remote Workers with Pivot Plans

When Andy Grove Changed Intel’s Mission Statement

In September 1999, Andy Grove, co-founder and the then chairman of Intel, came to London and announced that Intel had changed its mission statement to become the ‘building block supplier to the Internet economy’ from the old mission statement which was to be ‘the building block supplier to the new computer industry’.

Before this announcement was made Andy Grove expressed his teams new direction and pivoted Intel’s tens of thousands of employees in weeks. Many of my peers did this in their own global businesses. We are doing this with billions of people at the same time today. No way a vector diagram could track this. In the Gig Economy a loose knit labor market, those that came from the Industrial complex of those in local markets this pivot is being place on all of us. We woke up and now have a new reality with uncertainty ahead of us. This is when Innovation has to occur at scale to find ways to help our front line health workers or find innovative ways to redefine commerce. Hopefully this will be done in support of all the stakeholders in our society.

We have decades of experience in the rapid pivot, some call this agile, others call this a global emergency to re-align our interests to support the path of least resistance to get beyond this virus. Within our business, family, social interactions will change faster than we can adapt but need to find ways to align to actions. We have a long way to go and the Gig Economy Group is dedicating itself to help organization align their remote workers. Every morning people are waking up and engaging with new tools and ways to communicate. Keeping everyone on the same page is hard during face to face meetings, yet alone around the globe, yet alone with a whole new economic construct. Let’s find the best ways to help connect, collaborate and get things done.

4 ways to manage remote workers when you don’t know how long they’ll be working from home

ORIGINAL ARTICLE BY CHRISTINE TRODELLA @ FAST COMPANY

Christine Trodella of Workplace from Facebook notes that while we can’t predict what will happen with the world in a few months, weeks, or days, remote workers aren’t going anywhere, and companies need to adapt to remain competitive.

The remote worker is almost as old as the internet itself, so we’ve had more than a couple of decades to learn how to manage employees who aren’t physically present. But as we see this trend increase, it’s clear that effectively managing an employee whose “office” is in their home with an internet connection and a computer doesn’t mean that there’s a truly symbiotic relationship between a manager and their remote, work-from-home reports. It’s a lot more complicated than that. In fact, the learning curve has turned out to be steeper than any of us anticipated, and this specific employee group continues to be severely underrepresented despite their very unique needs.

A recent survey of 2,000 frontline workers and 2,000 managers in the U.S. and the U.K. shows that there is a major disconnect between workers on the front lines and business leaders. In fact, almost 90% of these employees feel connected to direct coworkers, but less than 15% feel connected to HQ. Worse, just 3% feel connected to their C-suite. That disconnect is affecting the bottom line. Less than half of workers say they share ideas with senior team members, and more than half say they feel voiceless. That can contribute to an environment where suggestions go unsaid and innovative ideas are stifled.

These numbers provide some important food for thought. Are you at risk of losing exceptional remote-based talent because you’re unclear on how to best manage and retain those workers, especially if your “work from home” policy extends longer than previously anticipated? (Which we know many companies are facing now, with COVID-19 impacting businesses worldwide.) During a crisis—or if someone is at home with family, or sick, etc.—people may need to take a more flexible approach. To better accommodate families and work in general during these times, have frequent team check-ins to understand your team’s needs and be sensitive to their well-being.

It’s time to meet these challenges head-on because the future is only getting more distributed. Here’s how leadership can navigate this evolving modern work environment and create an organization that values each employee.

ONBOARDING, TRAINING, AND MANAGING REMOTE WORKERS

For an in-office worker, the first day on the job is usually filled with introductions, new equipment, and the crucial first lunch. But the first day for remote workers looks very different.

Just because a remote or deskless worker isn’t at the office doesn’t mean they don’t deserve the same onboarding experience and training as the rest of your team. Send a welcome package in the mail along with necessary equipment (where applicable) and include a training schedule as well as some introductory instructions (login information for work accounts, for example). Also include handbooks and style guides. Assign a work mentor to whom the new employee can turn for help and advice. Better yet, take advantage of the tools at your disposal, like creating a bot that will automate monthly check-ins, or create a direct chat where you can take advantage of immediate, one-on-one feedback. Entire businesses can also benefit from newer technologies such as artificial intelligence, virtual reality, and more. We must be open to these ideas and be unafraid of pushing the boundaries of innovation that enable greater and more interesting connections.

From the beginning, managers of remote and distributed employees should be asking questions about preferences for minor things that make a big difference, such as feedback style and meeting preferences (for example, do they prefer videoconferencing for one-on-ones or group catch-ups?). Create a “How I Work” document and ask your direct reports to fill it out. You can capture very important information, and it shows you’re being mindful, thoughtful, and preferential to what works for them. It’s also important to regularly communicate and check for context. When teams are dispersed, it is difficult to know who has been exposed to project knowledge and updates, so reinforcing context in writing, during one-on-ones, and team meetings is important.

Managers should also make a list of where remote employees can find helpful resources, from important company updates to how to reach IT for technical issues. Ensure your organization has enterprise tools that are available on mobile devices and have little barrier to entry for frontline employees who may not be in a home office.

ENCOURAGE ENGAGEMENT WHILE YOUR WORKFORCE IS DISTRIBUTED

The old saying “Out of sight, out of mind” can certainly apply to those not in the office. It’s easy for remote workers to feel they aren’t heard, and it can be difficult to collaborate with people who aren’t physically present.

It would seem obvious that the correct way to address this disconnect would be to invest heavily in collaboration tools. But the same survey shows that while 95% of business leaders recognize the value of collaboration tools, only 56% have rolled them out.

If your organization is serious about tapping into the potential of remote workers, it needs to invest in the best technologies to make sure collaboration tools are not just suggested but are incorporated into all processes to ensure that all workers, remote or at HQ, can have their contributions equally seen and heard.

So why not make this a fun process for your workforce while they work distributed? Perhaps make a company-wide “work where you want” day and have your workers send a photo to your HR team for them to post on a company forum somewhere to showcase all the different places and ways that your colleagues work, best practices, or work-from-home hacks that colleagues can share with each other.

Remote workers also need to be included in things such as all-hands meetings hosted by the CEO via videoconferencing and Q&As that can be watched live or bookmarked to view later in local time zones.

ADAPTING TO CHANGING ENVIRONMENTS AND WORK CULTURE

As organizations become more global and increasingly mobile, leaders need new ways to build, scale, and sustain culture across their organizations. Technology is the key to creating an open, transparent culture. After all, when you connect people and give them access to information, you can change culture and transform your business. It’s no surprise that working alone can be isolating, so it’s important to leverage the right technology that not only connects everyone, but makes them feel physically present.

However, technology is only one influential part here. The people make the largest impact. If you have your mission and vision written on your website, provide some swag for your remote workers to keep on their desks at home—for instance, printed on a calendar, a water bottle, a notepad, etc. Remote workers aren’t just looking for a connection to each other but to the very vision they believed in when accepting their current role.

HELPING CHANGE MANAGERS’ MINDSETS ABOUT DISTRIBUTED/REMOTE ORGANIZATIONS

Managers, executives, and C-suite leaders should focus on where the best talent resides and realize that those employees may not always be located in the corporate headquarters or local office. Alternatively, as the world changes, it may be a safety precaution or requirement that must be taken and may be prolonged due to unexpected conditions.

This means understanding that what’s best for your organization may mean enabling workers across the globe who are best suited to meet your bottom line, assist your customers, and serve your business, from a desk or the front line. Leadership must embrace this as well and ensure that employees know that the quality of their work will remain more important than the location they’re getting their work done. As leadership encourages a forward-thinking organization, you will retain and attract like-minded employees who end up being great colleagues.

When there are annual meetings, remote and distributed employees need to be there. And if they can’t attend holiday functions, make sure to make them feel seen and valued by sending a treat (cookies can do wonders). Remember that all the perks of being an in-office employee extend to distributed and remote employees.

When it comes to being a distributed organization, the benefits far outweigh the challenges. The trick is to get strategic about the tools at your disposal and ensure your leadership team is equipped with a set of tools to best manage their direct reports, whether in-office or online. You’ll also need to shift the organization’s mindset to recognize that teams extend beyond just the people in the office.

Leadership teams and managers also need to ensure they’re collecting feedback and sentiment about the distributed employees they manage. That will ensure that corporate offices are aware of pain points and how to best incorporate and provide feedback with the goal of creating a unified, collaborative environment that prioritizes open communication and support.

While we can’t predict what will happen with the world in a few months, weeks, or days, we can follow the trends that point to the fact that remote workers aren’t going anywhere, and companies need to adapt to remain competitive. Hopefully, leadership teams will equip managers with tools to feel heard, gather feedback, celebrate wins, understand work preferences, and ensure connection to global headquarters.