14 Jul 2022
The global pandemic has forced many companies to work remotely. If you think that this situation will return to its former state with the end of the pandemic, on the contrary, more and more companies are adapting to working remotely. This creates the need to manage remote teams more successfully. According to 2022 research (Steward, 2022),16% of companies globally work remotely. Even though this percentage seems a little, it will increase a lot in the future. For example, 94% of American businesses either now use permanent hybrid work models or intend to do so. While working remotely you should manage the teams more carefully to be more successful. Here are 5 tips to achieve this goal which is to manage your remote team more successful:
Build Communication Channels:
Working remotely means all of the weekly team meetings, project works, etc. are online so you should use online platforms in order to enable and strengthen communication between employees. There are lots of platforms for this purpose such as Slack, Discord, and Microsoft Teams. These tools enable fluid, clear, and secure communications and make it easier to manage remote teams, making them more successful and efficient.
Accommodate Flexible Hours:
More and more people are starting to work remotely. The reason for this is that they can adjust their working hours according to themselves and as a result, they can establish a balance between their private and work lives. As working remotely will be difficult for parents with children, people who are not comfortable at home, or people who are not into technology, be there for your employees as a workplace and employer to minimize these obstacles in advance.
Set Clear Expectations & Goals:
Clear communication is very important when working remotely. Explaining the task clearly and without leaving any question marks to the person to whom the task will be assigned ensures that the next steps proceed smoothly. By outlining the tasks and the justifications for them in clear terms and making sure your team is aware of exactly what they should do to achieve the task. For doing this, defining deadlines and scopes are vital since transparency is the key to remote working.
Have a Daily Check-In:
Maintaining a sense of unity within your team is crucial to keeping projects on schedule. Setting up regular check-ins via using online platforms in order to make sure priorities are aligned and to keep in touch with projects. The check-in meetings, which are every day at the beginning of the process, can be held at longer intervals as the tasks get bigger and harder. However, these intervals shouldn’t be taken too long. It is also important that these meetings are face-to-face with a video conference. Seeing each other both strengthens communication and makes sure that everyone’s attention is on that meeting.
Add Moments of Fun:
Just because you don’t work in a physical office doesn’t mean you’re not a team. Therefore, spending time together and doing activities together, even online, makes communication within the team much healthier and strengthens the bond between you. Monthly activities such as book clubs, movie nights, and playing online games together increase the confidence in the team and help the work continue flowless.
In Spiky, we have created a family and friend environment by adapting the above-mentioned items every day since the first day of our establishment. We hold meetings on online platforms that we use extensively as offices. We have a book club that reads and discusses books regularly. We organize movie nights and game nights by sending snack boxes to each of our teammates.
Do not forget to follow Spiky.ai, which shows that productive and successful work can be achieved by working remotely, on social media.
- Steward, J. (2022, April 24). Why are agar plates kept inverted whenever possible? Sciencing. https://sciencing.com/agar-kept-inverted-whenever-possible-6311918.htmlabout:blank
Ayda Ecem Çele
08 Nov 2022
In 2017, Barley, Bechky, and Millian said that the most significant working experiment was done during the pandemic: ”What happens if companies switch to remote work?”. This experiment, which concludes with accelerating a long-term trend toward flexible, remote working and digitalization, continues to change how companies work. Everyone is now familiar with the concept of working remotely. Companies are now trying to determine which remote work options will provide the most benefit going forward.
One very interesting yet somewhat less talked about benefit is the impact remote work has had on improving the environment. In other words, remote working is eco-friendly. According to research from Spain’s Institut de Ciència i Tecnologia Ambientals, remote work significantly affects air quality. The study suggests that the amount of nitrogen dioxide, a major pollutant from traffic emissions, is reduced by around 10%. This pollutant reduction was achieved by working remotely four days a week, which means fewer cars on the roads. Let’s think 3.9 million people work from home at least half of the time. Global Workplace Analytics estimates it would take 91 million trees to be planted to repeat the same emission reduction.
Fossil fuels and greenhouse gas emissions are well-acknowledged to impact climate change significantly. Once again, since fewer people are driving, there is a remarkable reduction in the usage of fossil fuels and greenhouse gas emissions due to remote working. According to Xerox, its teleworkers drove 92 million fewer miles in 2015, saving 4.6 million gallons of fuel and decreasing carbon dioxide emissions by about 41,000 metric tons. This is just one single company.
The amount of physical office resources employees use in a single workday is enormous. The exchange of papers among employees or outside partners is digitalized through remote working, resulting in a significant decrease in paper use. Consider how much time, space, and paper are saved by digital documentation. No more large sealed rooms for print copies, labels, and archives! Furthermore, since employees do not use plastic cups in the office, plastic usage will reduce overall. Moreover, due to the requirements of the working environment, office spaces typically use more energy. An office must have an efficient heating and cooling system, several computers and data servers, overloaded printing equipment, etc. When workers work from home, all of these criteria are reduced. Consumption is predominantly influenced by office worker behavior. It’s more likely that employees won’t want to turn off the lights as frequently as they would at home. According to statistics, every employee who works from home annually decreases energy use by at least 5,400kWh.
The shift from physical to remote work might help save our world for future generations. As Spiky, we believe in this message and have committed to working 100% remotely not just for all of our employees but also for a greener and more sustainable environment. Come join us in this eco-revolution!
- Badia, A., Langemeyer, J., Codina, X., Gilabert, J., Guilera, N., Vidal, V., Segura, R., Vives, M., & Villalba, G. (2021). A take-home message from COVID-19 on urban air pollution reduction through mobility limitations and teleworking. npj Urban Sustainability, 1(1). https://doi.org/10.1038/s42949-021-00037-7
- Barley, S. R., Bechky, B. A., & Milliken, F. J. (2017). The changing nature of work: Careers, identities, and work lives in the 21<sup>st</sup>Century. Academy of Management Discoveries, 3(2), 111-115. https://doi.org/10.5465/amd.2017.0034
- Gaskell, A. (2021, October 21). How Eco-Friendly Is Remote Working? Forbes. https://www.forbes.com/sites/adigaskell/2021/10/21/how-eco-friendly-is-remote-working/?sh=3b7bc0a91864
- Is remote work actually better for the environment? (2022, March 7). Harvard Business Review. https://hbr.org/2022/03/is-remote-work-actually-better-for-the-environment
- Onley, D. S. (2019, August 16). How telecommuting helps the environment . SHRM. https://www.shrm.org/resourcesandtools/hr-topics/technology/pages/how-telecommuting-helps-the-environment.aspx
- The environmental benefits of remote working › Evreka . (2021, August 4). Evreka › The Environmental Benefits of Remote Working. https://evreka.co/blog/the-environmental-benefits-of-remote-working/#:~:text=Big industrial workers taking their,get to increase air quality
- Working from home can save energy and reduce emissions. But how much? (n.d.). IEA. https://www.iea.org/commentaries/working-from-home-can-save-energy-and-reduce-emissions-but-how-much
Ayda Ecem Çele
27 Apr 2023
In the wake of the COVID-19 pandemic, the B2B sales industry has undergone a tremendous shift towards digital channels, remote sales processes, and a customer-centric approach to sales. To remain competitive, companies must adapt to these changes and shifts in the industry. McKinsey’s report, “Future of B2B Sales: The Big Reframe,” outlines five themes that have emerged from research on the new era of sales: putting the customer at the heart of growth, breaking the channel mindset, creating a scalable sales engine, rethinking the people strategy in an age of uncertainty, and making the change stick. In this blog post, we will discuss the main points of this report, including the shift towards digital channels and remote sales processes, the increased importance of data and analytics in sales, the need for sales teams to develop new skills, such as digital and analytical expertise, the rise of solution selling, and the decline of product-based selling. Lastly, we will discuss the need for companies to adopt a more customer-centric approach to sales.
The Shift towards Digital Channels and Remote Sales Processes
Due to the pandemic, the world has gone online, and sales have become virtual. This shift has presented challenges and achieved a surprising degree of success. The state of sales is evolving rapidly and will continue to do so, with customers becoming savvier and demanding more. The rise of digital and hybrid operating models, coupled with the "great attrition," is detrimental to talent. However, leading companies are seizing the opportunity and taking action with great success. Top performers put the customer at the heart of growth by offering value propositions and personalized experiences through effective analytics and tailored content that emphasizes solutions and expertise. They are also breaking the channel mindset and adopting a hybrid approach to connect with customers in ways they want.
The Increased Importance of Data and Analytics in Sales
In this new era of sales, strong customer analytics can lead to 1.5 times faster growth and increases in earnings of at least 15% to 25% or more. As such, companies are using analytical insights to find new customers, and the digital engagement model has shifted power from the seller to the customer. Customers are researching products and companies online before sellers can pitch them. Companies use analytics to predict potential customers, their pain points, and their next moves. They are proactively engaging with customers as early as possible. Top-performing sales functions have embraced the use of "win rooms," which bring together a cross-functional team to focus on closing deals. These teams constantly use analytical insights to refine solutions to fit customer needs. Companies are also investing in a narrow set of tools and technologies, ensuring thorough front- and back-end adoption and focusing on driving customer outcomes.
The Need for Sales Teams to Develop New Skills
To remain competitive, sales teams must develop new skills, such as digital and analytical expertise. Today's sales reps need analytical, strategic, and technical skills and must be able to work with data and derive insights. They also need to stay ahead of the customer, strategize on the next steps, provide the best solution, and keep an eye on the customer's business objectives and profit and loss. Good sales reps can also manage senior executives across different areas of a buyer’s organization, from technical managers to chief financial officers. Companies can use data analytics to develop targeted training programs for their sales reps by identifying areas where reps spend too much time on non-selling activities, improving coaching programs, and focusing on the most important skills for sales growth.
The Rise of Solution Selling and the Need for a More Customer-Centric Approach
Customers nowadays expect more, and companies need to shift to put them at the center of sales. They expect simpler, on-demand, omnichannel engagement that puts their needs first. They expect informed conversations with vendors who can demonstrate expertise in their industry, product, and market challenges. Companies are finding that to become truly customer-centric, they need to embrace a genuinely customer-centric mindset, starting with the language they use to define success. In the new era, top performers obsess less about an internal view of their sales funnel and more about guiding customers on a personalized buying journey. Leading B2B companies build rich signals beyond traditional customer data to offer a fully rounded view. They are using unexpected customer data sources at a granular level, such as identifying customer buying opportunities by tracking hiring patterns.
Future of B2B sales: The big reframe
The B2B sales industry has undergone a significant shift towards digital channels, remote sales processes, and a customer-centric approach to sales. Companies that adapt to these changes and shifts happening in the industry will remain competitive. McKinsey’s report, “Future of B2B Sales: The Big Reframe,” outlines five themes that have emerged from research on the new era of sales. These themes include putting the customer at the heart of growth, breaking the channel mindset, creating a scalable sales engine, rethinking the people strategy in an age of uncertainty, and making the change stick. Companies can remain competitive, attract talent, and drive sustainable growth by embracing these themes and new skills, such as digital and analytical expertise.
Spiky can play a critical role in helping companies adapt to the new era of B2B sales. Our AI-powered sales enablement platform helps sales teams improve their performance by providing personalized coaching, real-time insights, and data-driven recommendations. With Spiky.ai, sales reps can focus on building stronger relationships with customers and closing more deals. Our platform is easy to use and can be integrated with existing CRM systems, making it simple for companies to adopt. To see a demo of Spiky in action, start your free account today.
Ayda Ecem Çele
In today's business world, customers have come to expect a personalized experience when interacting with businesses. In the sales industry, this means utilizing the vast amount of data available about customers to build stronger relationships, increase loyalty, drive repeat business, and ultimately boost sales revenue.
The Benefits of Personalization in Sales
Personalization in sales has a significant impact on the success of a business. By segmenting customers based on their behavior and preferences, sales teams can create targeted messages and offers that are more likely to resonate with them.Additionally, a personalized approach sets businesses apart from competitors and positions them as industry leaders.
Predictive Analytics in Personalization
One effective strategy for utilizing customer data in sales is to use predictive analytics to anticipate customer needs and provide product or service recommendations based on their interests. This allows sales teams to create custom-tailored messaging and offers that are more likely to resonate with each customer, driving customer loyalty and revenue growth.
Utilizing Data for Personalization
The availability of vast amounts of customer data can make it challenging for sales teams to know where to begin. However, one effective strategy is to segment customers based on their behavior and preferences, such as their previous purchases, website activity, and social media interactions. By doing this, sales teams can create custom-tailored messaging and offers that are more likely to resonate with each customer. In addition, predictive analytics can be utilized to anticipate customer needs and provide product or service recommendations based on their interests. By adopting these data-driven strategies, sales teams can gain a deeper understanding of each customer's unique requirements, resulting in a more personalized and satisfying experience that drives customer loyalty and revenue growth.
Creating a Personalized Sales Experience
Sales teams must take a holistic approach, utilizing data to inform messaging, offers, and the sales process itself, to create a truly personalized sales experience. Data can determine the best time and channel to reach out to each customer and the most effective way to communicate with them.. Additionally, sales teams can use data to personalize the product or service recommendations they make to each customer. By creating a highly personalized sales experience, sales teams can build deeper customer relationships, driving loyalty and repeat business. So how can a salesperson improve customer experience in personalized sales?
Proper segmentation of customers is crucial to creating a more tailored approach to sales. By segmenting customers based on their behavior and preferences, sales teams can provide personalized recommendations that are more likely to resonate with each customer. For example, by analyzing a customer's previous purchases, website activity, and social media interactions, sales teams can create more targeted messaging and offers.
Segmentation helps sales teams understand their customers better, leading to higher customer satisfaction and loyalty. The personalized approach can also help businesses to increase revenue growth by providing more relevant product recommendations that match customer needs.
Predictive analytics is another powerful tool for improving the customer experience in personalized sales. By analyzing customer data, sales teams can anticipate customer needs and provide product or service recommendations based on their interests. This allows sales teams to create custom-tailored messaging and offers that are more likely to resonate with each customer, driving customer loyalty and revenue growth.
Predictive analytics can also help businesses identify upsell and cross-sell opportunities, increasing customer lifetime value. By predicting what customers might need or want, sales teams can proactively offer solutions that meet their unique needs, driving satisfaction and loyalty.
Consistent messaging is essential to creating a personalized experience across all touchpoints. By ensuring that messaging is consistent and relevant across all channels, sales teams can create a seamless and engaging experience for customers. A consistent messaging strategy can help businesses build trust and credibility with customers, leading to increased customer satisfaction and loyalty.
An omnichannel approach to sales is another way to create a more seamless and personalized experience for customers. By utilizing data to determine the best time and channel to reach out to each customer and the most effective way to communicate with them, sales teams can create a highly personalized sales experience. An omnichannel approach allows businesses to deliver the right message to the right customer at the right time, leading to higher engagement and conversion rates.
Finally, continuous improvement is essential to creating a successful personalized sales strategy. By analyzing customer data and feedback, sales teams can identify areas for improvement and continuously refine their approach to create a more personalized and satisfying experience for customers. Continuous improvement allows businesses to stay ahead of changing customer needs and preferences, driving higher customer satisfaction and loyalty.
By adopting these strategies, sales teams can create a truly personalized sales experience that drives customer loyalty and revenue growth. A personalized approach to sales can help businesses to build deeper relationships with their customers and increase customer lifetime value, ultimately leading to sustainable business growth.
Take Home Message
Personalization in sales is no longer a luxury but a necessity for businesses that want to succeed in today's market. By utilizing the vast amount of data available about customers, sales teams can create more tailored experiences that drive sales and build long-term customer loyalty. As technology continues to evolve, the role of personalization in sales will only become more critical. Businesses that fail to embrace personalization risk falling behind their competitors and losing customers to more personalized experiences.
Ayda Ecem Çele
Sales managers are responsible for overseeing and optimizing the performance of their sales teams. This can be challenging, as it requires extensive data analysis and understanding of the KPIs relevant to each team's success. This is where Spiky comes in.
Spiky enables managers to track performance metrics, analyze data, and pinpoint areas that need improvement. By leveraging the insights provided by Spiky, sales managers can ensure that their teams are operating at maximum efficiency and productivity.
Monitor Performance Metrics
Spiky not only helps sales managers track performance metrics such as meeting numbers, emotion-attention-interaction scores, and Spiky scores, but also helps them spot areas for improvement. By analyzing data from Spiky, managers can pinpoint areas that require extra support and training. For instance, if emotion-attention-interaction scores are low, Spiky can help managers identify the cause and provide targeted coaching to improve the scores. With Spiky, sales managers have the tools to continually monitor and enhance their team's performance, resulting in better sales results.
Improve Training and Coaching
Spiky can also be used to improve training and coaching for sales teams. Managers can identify areas where their team needs additional training or coaching by analyzing performance data. For example, if a sales team consistently struggles with closing deals during online meetings, managers can effectively provide training on closing deals during virtual meetings.
Spiky facilitates collaboration between sales team members. By providing access to meeting records, transcripts, and analysis, sales team members can work together to identify areas where improvements can be made. This can foster a culture of collaboration and continuous improvement, leading to better overall performance.
Spiky can also help streamline the sales team's workflow. By automating note-taking and analysis, Spiky can reduce the time and effort required to track performance metrics and identify areas of improvement. This allows sales team members to focus on what they do best - closing deals.
Advance Customer Satisfaction
Ultimately, the goal of any sales team is to improve customer satisfaction. By using Spiky to monitor performance metrics and identify areas of improvement, managers can ensure that their team is providing the best customer experience. This can lead to increased customer loyalty and improved sales performance over time.
Stay Ahead of the Competition
In today's competitive business environment, staying ahead is crucial. Spiky can help sales teams remain forward by providing valuable insights into performance metrics and customer behavior. In addition, by identifying areas where improvements can be made, sales teams can stay ahead of the competition and continue to grow their business.
Enhance Employee Engagement and Retention
Finally, Spiky can be used to improve employee engagement and retention. By providing feedback and coaching based on performance data, managers can help their team members feel valued and invested in their work. This can lead to increased job satisfaction, improved employee engagement, and decreased attrition rates.
Spiky is a powerful tool that can help sales managers optimize their sales team's performance. By monitoring performance metrics, identifying areas of improvement, improving training and coaching, boosting collaboration, streamlining workflow, advancing customer satisfaction, staying ahead of the competition, and enhancing employee engagement and retention, managers can use Spiky to drive better sales performance over time.
If you want to boost your company's revenue and optimize the performance of your customer-facing teams, book your Spiky demo today to take advantage of its features.
Ayda Ecem Çele
The landscape of sales has undergone a remarkable transformation in recent years, largely driven by advancements in artificial intelligence (AI) and automation. In the past, salespeople relied heavily on manual processes, repetitive tasks, and intuition to connect with potential customers and close deals. However, integrating AI and automation has revolutionized the sales process, empowering businesses to leverage data-driven insights, streamline operations, and deliver personalized customer experiences.
The rise of AI and automation in sales
Artificial Intelligence has proven to be a game-changer across various industries, and sales are no exception. With the ability to analyze vast amounts of data, AI-driven sales tools provide invaluable insights into customer behaviour, preferences, and pain points. This wealth of information equips sales teams with a deep understanding of their target audience, enabling them to effectively tailor their approach and anticipate customer needs.
On the other hand, automation has significantly reduced the burden of repetitive tasks for sales professionals. Mundane activities like data entry, lead qualification, and follow-up emails can now be automated, allowing sales reps to focus on high-value tasks such as relationship-building and strategic decision-making. This optimization of workflow enhances productivity and overall efficiency within the sales process.
Personalization and customer-centric approach
In the modern era of sales, customers expect personalized experiences. Generic, one-size-fits-all pitches no longer cut it. AI-powered solutions have enabled businesses to deliver tailored offerings to each prospect, ensuring that their needs are met in a more personalized manner. By analyzing historical data and online behaviour, AI can recommend products or services that align with the individual customer's preferences, thereby increasing the likelihood of conversion.
Predictive analytics and sales forecasting
One of the most significant advantages of integrating AI into sales is the power of predictive analytics. AI-powered tools can analyze historical sales data to identify trends and patterns, allowing businesses to make accurate sales forecasts. Sales managers can anticipate demand, identify potential roadblocks, and allocate resources more efficiently, leading to higher revenue and improved business strategies.
Enhanced lead generation and qualification
The traditional approach to lead generation often involves manual data mining and guesswork. However, AI-driven platforms revolutionize lead generation by identifying potential customers based on specific criteria and behavioural indicators. The system can sift through vast databases to find leads that match the ideal customer profile, significantly increasing the likelihood of conversion.
Furthermore, AI can also aid in lead qualification by prioritizing leads based on their likelihood to convert. Automated lead scoring systems analyze data points and assign scores, ensuring that sales teams focus their efforts on leads with the highest potential, thus optimizing their time and resources.
The human touch in AI-driven sales
While AI and automation have indeed redefined the sales landscape, it is crucial to remember that the human touch remains invaluable in the process. Building trust and rapport with customers still relies on authentic human interactions. AI is a powerful tool to augment the capabilities of sales teams, providing valuable insights and handling repetitive tasks, but it is the sales professionals who ultimately foster relationships and address complex concerns.
The future of sales is undeniably intertwined with AI and automation. These transformative technologies have empowered sales teams to operate efficiently, delivering personalized experiences and making informed decisions based on data-driven insights. Embracing AI and automation in sales is not about replacing humans but rather enhancing their capabilities, paving the way for a more customer-centric and successful future in the sales world.
- Can AI really help you sell? (2022, November 1). Harvard Business Review. https://hbr.org/2022/11/can-ai-really-help-you-sell
- Exploring how AI transforms sales processes. (2023, May 17). Dataconomy. https://dataconomy.com/2023/05/17/artificial-intelligence-in-sales-101/
- The role of AI and machine learning in sales in 2023. (2023, January 4). Zendesk. https://www.zendesk.com/sell/features/ai-for-sales/
Ayda Ecem Çele
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