WFH Wins
The shift towards remote work has become a defining feature of the modern business landscape, driven by necessity during the pandemic and now embraced as a viable long-term strategy. In a recent episode of Tech Salescraft, Michael Underwood, a global sales leader, shared his extensive experience with remote work and provided valuable insights into managing remote teams, particularly in sales.
Measuring Productivity
One common concern about remote work is ensuring employees are productive. Michael highlights that in roles like sales, performance is naturally measurable. “Sales specifically, if a salesperson’s not performing, you’re gonna know,” he asserts. Similarly, in other remote roles, metrics like call resolution times, customer service scores, and loan underwriting numbers provide clear indicators of productivity.
Building Remote Culture
Michael’s journey into remote work began over two decades ago, and he emphasises the importance of setting boundaries and maintaining a structured workday. “You have to set some boundaries and ground rules,” he advises, sharing how he balances work and personal life, even with his children at home.
Creating a strong team culture in a remote environment is crucial. Michael’s approach includes regular video meetings and fostering open communication. He recounts how his team at Genpact maintained camaraderie through weekly Zoom meetings and even virtual wine tastings during the pandemic. “Seeing somebody’s body language is more telling than listening to them,” he says, emphasising the importance of video calls to maintain personal connections.
Hiring and Managing Remote Teams
When it comes to hiring for remote positions, Michael doesn’t differentiate much from in-office roles. He focuses on the candidate’s expertise, growth mindset, and ability to perform consultative sales. He conducts all interviews over Zoom, assessing preparation, research, and presentation.
Addressing the challenge of difficult conversations in a remote setting, Michael believes that having a strong rapport with direct reports is key. Regular one-on-one meetings provide opportunities for feedback and open communication, ensuring that difficult conversations are part of an ongoing dialogue rather than isolated incidents.
Adapting Office Spaces
Michael highlights the innovative approach of companies like Dropbox, which have reimagined their office spaces to support collaboration rather than individual work. “We’re at this point where you can live and work anywhere,” he quotes, reflecting a shift towards creating spaces for teamwork and innovation.
Looking Ahead
As Michael embarks on his journey with Fusion BPO Services, he is excited about the role of artificial intelligence in transforming business processes. Fusion’s focus on AI-driven solutions, such as chatbots, positions the company at the forefront of this technological revolution.
In conclusion, Michael Underwood’s experience underscores that remote work can be highly effective with the right strategies in place. By measuring productivity, fostering a strong team culture, and leveraging technology, companies can thrive in this new era of work.
“Sales specifically, if a salesperson’s not performing, you’re gonna know.”