If you have already read our 2020 sales onboarding guide, you are likely already using the best practices and advice therein.
However, due to the Pandemic you now have people working from home, some slowly returning to the office, and others splitting time between the two.
Some organizations have adopted remote work a long time ago; others never have. At Bigtincan, approximately 50% of our employees work remote full-time and we use our Sales Enablement Platform to enable our remote workforce around the globe. We have written this to share our knowledge, our approaches, and support to organizations just beginning in this mixed-mode world, as well as for companies that have been doing it for quite a while. We hope that all readers will find something of value to their unique circumstances.
Our post-pandemic world will need to be a mix of new and old, of remote and in-person, and our approach to re-onboarding employees (existing and new) must reflect this.
Re-onboarding employees into the new normal
Your existing staff has likely been working remotely for at least several weeks at this point. As they begin to re-enter the in-person world, your Enablement, HR team, or both need to help put the structures in place to ensure they are successful.
Regardless of the varying guidelines across countries, states, provinces, and, cities, it is important to be prepared for the following as you onboard existing staff into this new world.
New Office Guidelines
As this journey is underway, consider the following questions:
- What percentage of your staff is allowed back in your corporate locations at any one time?
- What does your team need to know about coming back to work in-person? Do they need to register to go in? Do they need to take and pass new health and safety courses?
- Are masks a requirement in the office?
- Are staff expected to come back in, or is remote work still an acceptable working model?
- How will you monitor and manage any changes in circumstances?
If you’ve increased licenses for virtual selling tools, will these license counts remain unchanged, or will people be expected to leave those technologies behind as they return to corporate locations (e.g., offices, manufacturing facilities, etc….)?
Sales Process Changes
In many businesses, quota adjustments were made as a result of the economic downturn. Are current quotas realistic and a stretch for the current climate? Will they motivate and engage? How might they change?
Selling cadences have been adjusted to account for the fact that customers/prospects have not been working in an office. What are the new selling cadences? Will these cadences serve your sellers and your buyers?
We have all been through a lot in the last couple of months. While some will pretend to be unaffected, many may still be affected by the global changes that have impacted us all.
You need to give people the space to come back to a comfortable and safe working environment.
Wired posted an excellent article titled “What Coronavirus Isolation Could Do to Your Mind (and Body),” and they noted that the impact is not purely mental/emotional, the physiological effect can be the same as smoking fifteen cigarettes a day.
We must take time to understand the impact on each worker, emotionally, mentally, and physically, or risk negatively impacting all three as we re-enter.
Training and Coaching Needs
Once you have completed working through the above, what training does the team need?
You will need to incorporate this information into the training and coaching program you already have in place.
Read our Definitive Guide to Remote Sales Coaching to learn how to develop a remote sales coaching program.
If you already have a training and coaching program established, you can include the answers to the questions above to add the necessary information to these programs. However, if you do not yet have theses programs, use our Sales Enablement Survey to determine the questions to ask them to ensure you are meeting their needs.
Remember that this has been a traumatic few months for all of us. How you go about re-onboarding employees will make a major difference in their views of the business for months to come.