The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 weeks ago

Friday Fundamentals 150: Gianna Scorsone

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Friday Fundamentals 150: Gianna Scorsone

Everybody at Sam Jacobs welcome to theSales Hacker podcast and to Friday fundamentals. You know Fridayfundamentals, it's that short five to ten minute format, where we bring youactionable insights to help make a difference in what you do today. We'vegot this week's guest back on the show John E coconas. She is the G M of NorthAmerica for air call and she's going to be talking to us about what you can doto make sure that, as we return to work, we think about returning to the officewhat you can do to make your workplace as productive and engaged as possible.So it's a it's going to be a great question before we get there. We've gottwo sponsors for Friday: Fundamentals that we want to think. The first is outreach outrage, triples the productivity of sales teams and empowers them todrive predictable and measurable refering worth by prioritizing theright activities in scale and custom engagement with intelligent automation,out reach, makes customer facing teams more effective and improves visibilityin to what really drives results were also sponsored by pavilion. Pavilion isthe key to getting more out of your...

...career. Our private membership connectsyou with the network of thousands of like minded pures and resources whereyou can tap into leaders of opportunities, professional development,training and mentorship just made for high growth leaders, like you, take alook at Joint Pavilion Com. Jona. Welcome back to the show thanks so muchSam good to be here again and speaking with you more excited to have you soour question for you today is what is your strategy? What is yourrecommendation for ensuring that, as we return to work, we do it in such a waythat our teams are engaged productive and that we maintain the great culturewe've worked so hard to build? Ah, that's a great question. I know onethat is, you know hot in everyone's mind and probably gives everyone alittle bit of anxiety when thinking about it as well. I know it does for me,but you know I think, we've been really successful here at Ercall in doing justthis and I'd say you know, the number one strategy I would share is to beflexible and to communicate it about your strategy regularly with enfoldingpeople in to that discussion, because...

...often silence around it can bring moreanxiety than help so again yeah, it's just communicating around it. So youknow what we've decided here. Is We actually surveyed the team first,because we did not feel like we wanted to impose our own thoughts and feelingsaround it that we really wanted to understand what our community waslooking for, and so we launched a survey and we fell into that. You knowa good handful of people really wanted to come into the office. What we alsofound was that they did not want to wear a mask. What we also found wasthat they were nervous to be around people who are not vaccinated through this survey. We also found outthat we had a really great handful of people who are great people who theirchoice is to not get a vaccine, because it's not right for them, and we want tomake sure that people feel very comfortable with all of their decisionand what's right for them what's right for their body, and we also found thatsome people wanted a hybrid model. So it's a little bit of everything. How doyou create this popery experience? Well,...

...also, considering that we've got agreat handful of remote, fully remote team members that we really ramped uphiring to expand our ability to hire quickly during the pandemic as well andso again, we've got this popery mix of the New York City area and then a veryrobust remote team as well. So you know what we decided to do Sam is we decidedto build and hit on all of those points, so our New York City office, we requirea vaccine. We have one side of the office that people can wear masks ifthey want to and the other side don't wear masks and for people who travel oryou know. Even you know everyone here we get tested regularly to make surethat we minimize the chances for breakthrough cases as well, and then wealso have what I had mentioned right. The people who wanted to be hybrid, andso what I believe in my philosophy has always been. You know to keepproductivity. It's really important to...

...have a routine to have a schedule.People thrive with a routine, whether they realize it or not, and so whatbecomes challenging with the hybrid scenario of Oh sure, you could come inthe office a couple days a week or come when you want, there's never going tobe that set routine, and I think what we've all learned right. Everyone wasscared when employees went fully remote and a lot of us in you know, thetechnology arena saw that productivity remain the same high, greatproductivity, and you know, of course it's you know completely powered by.You know the SASS text stack that enables that, but the soft side of itis that people had routine. You were at home, it was predictable, it was repeatable,so we wanted to make sure that, with this hybrid option we facilitated thesame, and so we have the policy that Mondays Thursdays and Fridays are inoffice for the good of market team, so that we're also increasing engagementand colabor ation, so that we're all in...

...the offices the same day, but thatwe're also distilling the productivity stance, because you've got your setschedule. You know you're not going to press news a couple times and decidenot to come in the office. It's your schedule. What we wanted to be verycareful of was that we were not creating two different cultures or, asyou mentioned, you know ruining the strong culture that existed right andbecause we have so many remote folk and because we have a lot of people whodon't feel comfortable with the vaccine, they keep their jobs and we encouragethat because they have to feel comfortable, and so they could continueworking remotely. But it's really important to think about all of thedifferent offerings that you have and how it may translate to in office,verse, Remote and so a great example is meeting right. If you have a meeting,that's comprised of people both in office and remote, you want to makesure that you level the playing field and what we've found is making surethat everyone is on. You know zoom or...

...whatever you know a conference tool youuse, everyone should have their own square right. You can have the inoffice people on a conference room together, but it's making sure thatpeople who are remote have that same opportunity to hear clearly and seeeach person around that virtual room, and so that technique, I think, is oneof the greatest we've found to really continue to brew, really strong andproductive meetings. I love it, and so, if I'm bitiliash of that flexibility isimportant. Listening to your employees is important and creating solutionsthat incorporate their feedback that also bring in the idea of consistencyand routine, so that we can all, if we're all going to be for those thatwant to be in the office we're going to be in the office at the same time andand for those that don't want to be work, going to create solutions forthem and then we're going to be creative around doing things likemaking sure that everybody's has a Zoom Square, even if you're in person or not,so that the people that are not there don't feel excluded in any way. My word,you said that fantastically and a lot...

...faster than I did, but that's exactlyright. You know the one thing that I didn't touch on Sam was: it was thecommunication around it. I you know the other. You know strong peace to this isto understand that things are changing rapidly, and so we also make sure thatwe think about safety and wellness for everyone, and you know what was rightfor someone today may not be right for them to morrow. Based on you know,Covin statistics, or you know things that they're experiencing in theirexternal life, and so we've you know, made sure to communicate to peopleregularly. So if they change their mind in terms of what option they want, thatthey have that option and that they feel very comfortable doing so makes alot of sense. John E, remind US t if folks want to get in touch with you.What's the best way to do so linked in absolutely, and they should spell outyour last name only for the just in case the they're. Looking you up, theywant to make sure that they can find you. I love that you said the last name.I know I first because I think the first is a tricky one. But last day isS C, O R S, O n e awesome, and you can...

...find her on Linkedin folks, you canfind me, you can email me salmon, join Pavilion Com, where you can find me onLinkedin Linton Com forge lash. The word in for slash M, F, Jacobs,Johnathan, so much for being our guest on the show this week. Thank you somuch Sam absolute pleasure and thanks to our sponsors, outreach and pavilionand for everybody else will talk to you next time. E.

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