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SJN Sales is a full-service sales outsourcing firm with completely distributed offices and staff. We build sales for companies offering complex intangibles, generally technology and professional …

SJN Sales is a full-service sales outsourcing firm with completely distributed offices and staff. We build sales for companies offering complex intangibles, generally technology and professional services firms. We build sales using our existing contacts and work on a performance basis.

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  • 1. and your company should probably be distributed too!www.SJNsales.com  
  • 2. ¡  More  and  more  start  ups  are  distributed  companies,   from  the  beginning,  and  customers,  employees,  and   investors  are  accepting  this  trend  as  normal  in  high-­‐ tech  and  other  trending  industries.  ¡  Our  company  SJN  Sales,  based  in  Albuquerque  New   Mexico,  is  fully  distributed,  and  I’m  always  happy  to   sing  the  praises  of  working  for  and  managing  a   business  in  this  way.    
  • 3. ¡  An  aside,  I  think  the  more  commonly  used  virtual   company  (“nearly  real  or  simulated  to  be  real”)  is  a   lousy  way  to  describe  a  business,  with  all  of  the   transience  it  implies,    ¡  while  distributed  (“spread  throughout  an  area  or   territory”)  is  a  better  description  for  a  company  that   has  dedicated  employees  working  from  multiple   locations,  rather  than  from  a  centralized   headquarters  office.    
  • 4. ¡  At  SJN  Sales,  we  currently  have  just  over  50   employees  spread  across  11  states  and  2  foreign   countries.    ¡  Here  are  my  top  6  reasons  why  we  love  our   distributed  model  and  think  you  might  want  to   consider  joining  the  parade  and  making  your   company  fully,  or  at  least  partially,  distributed:  
  • 5. 1.  You’ll  be  able  to  hire  great  people  and  save  money:   The  world  is  full  of  great  candidates  for  your   company’s  jobs.  Albuquerque,  or  even  New  York  is   not  necessarily  where  your  next  great  hire  lives.  ¡  SJN  Mobile  or  SJN  Sales  healthcare  or  any  of  our   other  teams  can  hire  the  best  salespeople  and   project  managers  for  the  company,  and  our  clients,   regardless  of  where  they  live.  
  • 6. ¡  You’ll  also  most  likely  cover  more  time  zones  and   reduce  airfare  and  other  travel  costs  by  having   employees  distributed.    ¡  The  original  SJN  Sales  employees  started  in  one   location  but  spread  out  as  one  after  the  other   followed  spouses  to  jobs  or  grad  school.  Now  we’re   fully  distributed  and  while  we  still  have  an   Albuquerque  home-­‐base,  our  teams  are  dispersed   across  all  of  North  America.    
  • 7. ¡  You  may  get  lucky,  as  we  did  and  get  to  hire  top-­‐tier   employees  who  have  already  worked  together  at  a   previous  employer.    ¡  We  hired  one  top  salesperson  from  a  huge  software   firm  and  it  was  natural  for  them  to  recruit  other   members  of  their  old  sales  team  with  the  option  of   working  on  remote,  a  very  compelling  perk  of   joining  our  small  firm.  We  add  people  this  way   whenever  possible.  
  • 8. ¡  Working  with  old  colleagues  in  a  distributed   company  really  seems  to  ease  the  transition  of   people  who  have  been  working  in  a  cubicle  farm.    ¡  It  helps  logistically  to  use  an  outsourced  company  to   deal  with  the  payroll  and  tax  needs  of  people   working  in  various  states,  and  even  countries.  
  • 9. 2.  Staff  will  love  it:  SJN  Sales  employees  tell  me,  and   generally  anyone  else  who  asks,  that  they  can’t   fathom  going  back  to  a  cubicle  that  they  reach   after  a  commute.    ¡  Quality  of  life  is  not  just  a  cliché  for  our  people.   Working  for  a  distributed  company  they  get   increased  time  with  family  and  friends,  flexible   hours,  a  reduced  or  eliminated  commute,  and   flexible  hours  and  they  get  to  live  where  they   want.    
  • 10. ¡  Several  people  have  joined  the  SJN  Sales  group   because  they  have  always  wanted  to  live   somewhere  with  a  rough  local  job  market   (Wyoming  ranch  anyone?).    ¡  Several  others  travel  as  a  hobby  in  between   traveling  heavily  for  the  company.  
  • 11. ¡  A  solid  core  of  our  highest  performing  salespeople   work  here  because  their  spouse  gets  transferred   regularly  and  they  love  not  having  to  worry  about   starting  a  new  job  or  a  new  empty  territory  with   each  relocation.  
  • 12. 3.  Employees  who  want  social  lives  with  co-­‐workers   will  thrive:  Some  companies  see  a  huge   disadvantage  in  the  perceived  lack  of  social   interaction  at  a  distributed  company.    ¡  Most  people  enjoy  socializing  with  like-­‐minded   coworkers,  and  very  few  employees  want  to  work   in  total  isolation.  
  • 13. ¡  SJN  Sales  people  are  assigned  in  small  teams  and   use  all  sorts  of  online  and  offline  methods  for   communicating.    ¡  And  yes,  cat  pictures  and  a  meet-­‐up  at  the  bar  near   Moscone  Center  are  part  of  the  team   communication  and  social  life.  Our  teams  also  see   each  other  at  client  meetings  and  at  the  large   number  of  trade  shows,  industry  meetings,  and   forums  we  attend  in-­‐person  each  year.    
  • 14. ¡  We  also  have  company-­‐wide  meetings  at  least  every   3-­‐6  months.  Generally  these  all-­‐call  meetings  take   place  at  our  Albuquerque  headquarters  but  we  have   also  met  in  Hawaii,  Akumal  in  Mexico,  Scottsdale,   and  Washington  DC.    ¡  As  we  grow  into  more  widely  divergent  specialty   teams,  we  continue  to  find  new  ways  of  gathering   all  SJN  Sales  people  together  in  ways  that  make  the   meetings  a  treat  rather  than  a  time  wasting  chore.  
  • 15. 4.  Your  work  groups  and  offices  will  experience  less   conflict  and  have  more  fun:    ¡  As  a  distributed  company,  SJN  Sales  doesn’t  have   mandatory  reporting  at  a  centralized  office  but  we   utilize  all  sorts  of  other  office  options  that  are   available  where  our  employees  live  and  travel.    
  • 16. ¡  Team  members  often  work  in  co-­‐working  space   when  several  team  members  live  near  one  another,   even  when  the  individuals  are  not  assigned  to  the   same  accounts  or  projects.    ¡  Other  employees  work  from  home,  rented  office   space,  and  in  one  case  the  guest  house  of  the   employee’s  hobby  farm.  
  • 17. ¡  The  key  is  that  no  one  has  going  to  a  particular  desk   every  day  as  part  of  their  required  job  description.   SJN  employees  don’t  clock  in  or  out.    ¡  They  come  and  go  when  they  want  and  typically  do   a  fairly  small  percentage  of  their  total  work  at  their   official  office  address.    
  • 18. ¡  We  offer  suggestions  on  how  to  avoid  being  at  work   at  every  moment  that  staff  spends  at  their  laptop   because  freeing  work  from  location  can  often  mean   too  many  hours  on  the  job.    
  • 19. ¡  Social  &  business  interaction  (both  within  SJN  Sales   and  with  the  other  businesses  that  share  our  space,   whether  office  or  airport  lounge)  doesn’t  generally   lead  to  conflict  or  interruptions  for  others.  ¡  One  key  is  that  SJN  Sales  team  and  management   decision-­‐making  and  communication  is  channeled   online  and  is  set  up  to  be  accessible  to  everyone.  
  • 20. ¡  SJN  has  always  had  an  office.  When  the  company   started  it  seemed  essential  to  avoid  client  concerns   about  our  “virtual”  workforce  and  because  we   needed  a  centralized  space  for  support  staff  to   work.    ¡  Now,  virtually  all  support  functions  are  outsourced   or  distributed,  and  our  suite  of  offices  in   Albuquerque  serves  most  often  as  the  site  for  all-­‐call   meetings  and  for  some  local  staff  to  use  as  a  work  or   meeting  space.    
  • 21. ¡  We  also  make  our  Albuquerque  conference  room   available  to  community  groups  and  non-­‐profit   boards  for  events  and  meetings.  
  • 22. 5.  You  will  have  better  employee  and  client   communications:  Every  company  has  to  manage   communications  challenges.    ¡  Distributed  companies  are  no  exception  but  we   start  with  a  great  advantage:  structural  excuses  to   abolish  inefficient,  time-­‐wasting  meetings,  in  the   hallway  one-­‐on-­‐ones  that  aren’t  documented  for   anyone  else’s  use,  agenda  free  conference  calls,   and  email  and  voicemail  silos.  
  • 23. ¡  We  have  complete  freedom  to  set  up  team  and   company  wide  collaboration  tools  and  systems  that   make  work  days  more  pleasant,  more  efficient,  and   more  flexible.    ¡  We’ve  found  that  in  nearly  every  case  the  work  is   better  documented  which  leads  to  additional   efficiencies  as  problems  once  discussed  and  solved   can  be  handled  again  by  looking  at  previous  team   efforts  and  results.  
  • 24. ¡  Individual  staff  members  and  work  groups,  and   client  teams,  can  establish  working  hierarchies  of   preferred  communications  methods  and  tools  based   on  travel  schedules,  client  preferences,  etc.    ¡  We  did  learn,  in  a  brutal  but  brief  experiment,  that   we  can’t  actually  automate  our  way  out  of  having  a   receptionist.    
  • 25. ¡  Yes,  you  can  leave  a  voicemail,  but  one  of  our  hard-­‐ working  and  generally  chipper  receptionists  or   assistants  will  be  happy  to  talk  with  you  when  you   call,  and  then  handle  forwarding  a  message  in  the   manner  that  will  get  you  a  response,  without   needing  to  know  our  systems  or  travel  schedules.  
  • 26. 6.  You  will  attract  and  retain  better  employees  than   your  firm  could  otherwise  recruit,  retain,  or   probably  afford.    ¡  This  is,  admittedly  related  to  the  first  benefit  of   being  a  distributed  company.  One  of  the  most   frequent  questions  SJN  Sales  receives  about  our   staff  is,  “how  did  you  get  so  and  so,  from  GianTech   to  work  for  your  little  company?”  
  • 27. ¡  We  do  gain  tremendous  recruiting  advantages  when   old-­‐guard  traditional  model  companies  tell   employees  where  to  be,  when  to  be,  and  how  long   to  be,  in  their  cubes  or  on  the  road.  ¡   Most  of  our  employees  like  the  distributed  model   we  offer  because  it  allows  them  to  prioritize  work   along  with  some  other  passion  or  responsibility  in   their  life.  
  • 28. ¡  Nearly  all  of  us  have  a  “refugee  story”  about  how   our  old  traditional  work  life  ended,  when  a  manager   told  us  that  we  couldn’t  have  some  accommodation   because,  “then  everyone  would  want  it.”    ¡  If  you’re  great  at  your  job  and  this  model  sounds   attractive  to  you,  check  out  our  career  page.  
  • 29. ¡  We  are  growing  and  we’re  hiring.  The  dental  plan  is   only  ok  and  salaries  are  competitive,  but  you’ll  want   to  earn  your  bonus  too.  www.sjnsales.com/careers.html