Reasons Why Sales Teams Need Hybrid Work Training in 2022
As the pandemic finally nears its end, the workplace we once knew has changed drastically. Sales teams across the board are getting accustomed to the hybrid working environment, necessitating organizations to quickly transform their workflows to accompany the rapid change.
While the digitization of the sales process was inevitable in due course, the pandemic simply preponed its arrival. Today, it has become critically important for sales teams to be adequately prepared to compete in a world where a large part of client communication occurs virtually.
This blog aims to explore some of the key reasons why sales leaders need to work on training retail sales reps on products and retail user information sharing and help them effectively navigate the hybrid selling environment.
What Does Hybrid Working Mean for Sales Roles?
Hybrid sales essentially involve a mix of on-site and virtual/remote work. While some sales teams (particularly the ones focusing on field-based work) have been engaging in it for years, it is a totally new concept for many organizations.
In addition, there’s always a risk of a hybrid working environment creating two contrasting corporate cultures:
- Sales reps who continue to work from the physical office location may benefit from in-person collaboration
- Sales reps who continue to work in a remote location may suffer from isolation
Other flags here that sales managers need to look out for include:
A. Bias — Employees should not assume that sales reps WFH is working any less than their at-office counterparts
B. Culture dilution — Remote sales employees are at a higher risk of being aloof from the company’s mission and shared goals
C. Siloed teams — Remote working in sales teams has the risk of putting cross-functional and cross-organizational collaboration at risk
The best way to adapt to a hybrid working model for sales teams is by training them adequately and establishing clear boundaries/expectations, regardless of where your team is working from.
Why Sales Teams Need Training to Work in Hybrid Work Environment
One of the main challenges of managing a hybrid sales team is the risk of a broken workplace culture, which only structured training can solve.
Here we are listing some of the reasons why your employees need proper training to work in a hybrid work environment:
Ensure Transparent and Reliable Communication
A 2020 Remote Work Report suggests that 43% of remote workers have difficulty participating in meetings when everyone is remote.
Furthermore, 39% feel their managers/organization could have improved the transition to remote work if they’d provided proper training, better tools, and platforms for communication and collaboration.
When working away from the office, it becomes crucial for sales reps to have a crystal clear idea of how to handle communication with peers, managers, and clients.
Chances of dropping the ball in terms of understanding are high, especially when employees do not get the opportunity to solve their queries/issues because of a lack of physical interaction.
This makes it important to train your sales staff on how to deal with important concerns when communicating (both verbally and in writing) with each other so that everyone is updated on what’s happening and potential problems due to communication gaps can be addressed on time.
Help Address Unique Challenges
Implementing individualized/customized training and coaching helps address the unique challenges of being a salesperson when working in a hybrid environment.
This is important because no two sales reps are identical, and the selling opportunities they experience in their day-to-day work life are very different, especially when it comes to implementing a hybrid selling approach.
Further, training also inspires salespeople to think creatively, navigate challenges well, and reach their full potential.
Prevent Issues Related to Non-Adherence to Hierarchy
Remote working for sales teams comes with its own set of challenges.
For instance, there is always a chance that employers may not take their sales calls and online meetings seriously, refuse to follow the hierarchy hiding behind the virtual setup, or simply not follow the required code of conduct in terms of presenting themselves in front of prospective clients.
All these issues can be effectively dealt with by properly training retail sales reps on products and retail user information sharing to make them better prepared so that they can make most of the hybrid work model.
Help Create Consistent Routines and Schedules
Structured training plays a key role in building consistent schedules and routines for virtual sales teams.
This is really important because if you don’t have regularly scheduled meetings in place (one-on-one, coffee chats, deal reviews, etc.), it will become very difficult to ensure that your remote sales reps are getting the time and attention they need.
Setting a regular and fixed schedule for these events also helps maintain regular communication with your sales reps.
The idea here is to build a virtual sales team by determining an appropriate cadence of employee check-ins and reviews to accommodate the various challenges of virtual selling.
Make sure to be consistent as much as possible to offer required support to virtual reps whenever needed.
Help You Build a Team of Empowered Sales Reps
When your sales teams are trained and have the flexibility to work from their convenient work location, they feel empowered and in control of their work.
Giving them this kind of freedom to enjoy their work can help you significantly increase performance and make them feel more satisfied with their work.
Data also suggests that 97% of remote workers would recommend virtual or remote-based work to other employees.
One of the biggest reasons sales reps loves remote work freedom is the time saved from commuting. The flexible work hours and open schedule further lead to a sense of empowerment and improve their performance manifolds.
COVID-19 and the subsequent fast-paced communication environment have dramatically shortened the overall sales cycle. This makes it critical for sales teams, especially those working in hybrid workplaces, to be adequately prepared to respond to challenging sales scenarios.
The only way to navigate this and develop an effective sales organization is by training retail sales reps on products and retail user information sharing that is built on instant learning in the flow of their daily work.
As a sales manager, you need to ensure the best possible training for your teams so they can make the most of their talents, no matter where they are located.
If you are also looking to train your sales reps for hybrid work culture, Kytes can help you share training content of various types, including video, audio, text, infographics, or any other module. Further, the versatile and easy-to-use platform allows you to create custom content and distribute it accordingly. Partner with Kytes today.