Are they working? How to manage virtual sales teams


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This complimentary seminar brought together some of Toronto’s top experts in each of these essential fields. Listen to Claire Sookman discuss how you can improve the performance of your virtual sales team. (

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Are they working? How to manage virtual sales teams

  1. 1. Highly Effective Virtual Sales TeamsDecember 1, 2010<br />
  2. 2. Copyright Virtual Team Builders 2007<br />What Is A Virtual Team?<br />A collection of individuals who are<br />geographically dispersed and who <br />collaborate via communication and<br />information technologies in order to<br />accomplish a specific goal.<br /> (Zigurs,2003,Leadership in Virtual Teams)<br />
  3. 3. Copyright Virtual Team Builders 2007<br />More than 90’ apart – <br />Little communication;<br />same as miles apart<br />30’ or more apart -<br />Only 10% chance of <br />communicating<br /> at least once a week<br />Next door -<br />25% chance of <br />communicating<br /> at least once a week <br />Communications and DistanceMIT Study<br />
  4. 4. Copyright Virtual Team Builders 2007<br />Collaboration and DistanceBell Labs Study<br />Same corridor – great<br />5X as much as… <br />Separate corridor,<br />Same floor, much<br />better than<br />Who?!<br />What?!<br />Separate<br />floors<br />Why?!<br />Better<br />Degree of collaboration<br />Worse<br />
  5. 5. What Makes a Virtual Team Successful?<br />A Day in the life of a Sales Manager<br />Task related-Processes that help ensure that each team is contributing fully:<br />Team meetings<br />Tracking sales<br />Socio-emotional-Processes that increase the cohesion of the group<br />Trust <br />Communication<br />Increase in Task Performance<br />
  6. 6. Copyright Virtual Team Builders 2007<br /> Meetings Quiz<br />What percentage of people day dream during <br />meetings?<br />91 percent<br />What percentage of people multi-task during <br />meetings?<br />70 percent<br />What percentage of people actually dozed during <br />meetings?<br />39 percent<br />
  7. 7. Honestly I love weekly conference calls!<br />If it weren’t for them, I’d never get caught up on my email<br />
  8. 8. Tip 1: Create a Graphic<br />Ottawa<br />Toronto<br />Montreal<br />Vancouver<br />
  9. 9. Tip 2: Create Ground Rules<br />Ground rules are critical for managing effective group interaction, but they need to be tailored to your team. <br />Example:<br />Once a meeting has started there <br /> will be no interruptions (no emails or <br /> texting).<br />
  10. 10. Build<br />Relationships <br />Tip 3: Build Relationships<br />
  11. 11. Copyright Virtual Team Builders 2007<br />
  12. 12. Tip 4: Provide a Color Commentary<br />Provide an in-depth color commentary<br />
  13. 13. Tip 5: Use Web Conferencing Effectively<br /><ul><li>Participant list
  14. 14. Raise Hand
  15. 15. Lower Hand</li></li></ul><li>Let’s Chat<br /><ul><li>Type chat
  16. 16. Send to:
  17. 17. All Participants
  18. 18. Privately</li></li></ul><li>Let’s Get Engaged<br />Pointers<br />Eraser<br />Text<br />Draw<br />shapes<br />Change<br />color<br />
  19. 19. Copyright Virtual Team Builders 2007<br />While you are Waiting<br />Copyright Virtual Team Builders 2007<br />
  20. 20. While you are Waiting<br />Welcome!<br />While you are waiting…<br />Using Whiteboard Tools:<br />List one success you had this week that you are<br />proud of<br />
  21. 21. Incentives for Marketing Meeting<br />Copyright Virtual Team Builders 2007<br />
  22. 22. Copyright Virtual Team Builders 2007<br />
  23. 23. Tip 5: Use Language toPromote Engagement<br />Statement<br /><ul><li>Are their any questions?
  24. 24. What questions do you have?
  25. 25. I’ll give each of you one minute to write down your questions and then we will begin with Toronto
  26. 26. If you had a question, what might it be?
  27. 27. What question might someone else on the call have?
  28. 28. When I first heard this information I had some questions and they were…so what might be some of yours</li></li></ul><li>Copyright Virtual Team Builders 2007<br />How To Ensure Understanding<br />Building Relationships<br />Virtual Teams<br />Meetings<br />$200<br />Why is it important to build relationships?<br />$200<br />$200<br />$200<br />Tom Allen did a study, what were the results?<br />$200<br />What % of people daydream during meetings?<br />$200<br />$300<br />$300<br />Name 3 ways you can build team cohesion?<br />$300<br />$300<br />$300<br />List two reasons to do while you are waiting exercises.<br />Name 2 whiteboard tools.<br />$300<br />$400<br />List two ways to engage your participants during meetings.<br />$400<br />$400<br />Bonus Question:<br />List one learning that you will use when you get back to work<br />$400<br />What do rules of engagement do?<br />$400<br />$400<br />
  29. 29. Copyright Virtual Team Builders 2007<br />The End…<br />Thank you<br />for your participation.<br />Claire Sookman<br />416 398 5160<br /><br /><br />