The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 months ago

Friday Fundamentals 150: Gianna Scorsone

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Friday Fundamentals 150: Gianna Scorsone

Hey everybody, it's Sam Jacobs.Welcome to the salesacker podcast and to Friday fundamentals. You know Friday fundamentals.It's that short five to ten minute format where we bring you actionable insights tohelp make a difference in what you do. Today we've got this week's guest backon the show, Jonascorsorna. She is the gem of North America forair 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 tothe office, what you can do to make your workplace as productive and engagedas possible. So it's a it's going to be a great question. Beforewe get there, we've got two sponsors for Friday fundamentals that we want tothank. The first is outreach. Outreach triples the productivity of sales teams andempowers them to drive predictable and measurable refining growth by prioritizing the right activities inscaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective andapproves visibility and for what really drives results. Were also sponsored by pavilion. Pavilionis the key to getting more out of your career. Our private membershipconnects you with a network of thousands of...

...like minded peers and resources where youcan tap into leadership opportunities, professional development, training and mentorship just made for highgrowth leaders like you. Take a look at joint PAVILIONCOM Johnna, welcomeback to the show. Thanks so much, Sam. Good to be here againand speaking with you more excited to have you so our question for youtoday is, what is your strategy, what is your recommendation for ensuring that, as we return to work, we do it in such a way thatour teams are engaged productive and that we maintain the great culture we've worked sohard to build? That's a great question, I know, one that is,you know, hot on everyone's mind and probably gives everyone a little bitof 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 air callin doing just this and I'd say, you know, the number one strategyI would share is to be flexible and to communicate it about your strategy regularlywith and folding people in to that discussion,...

...because often silence around it can bringmore anxiety than help. So again, yeah, it's just communicating around it. So you know, what we've decided here is we actually surveyed theteam first, because we did not feel like we wanted to impose our ownthoughts and feelings around it. We really wanted to understand what our community waslooking for, and so we launched a survey and we fell into that.You know, a good handful of people really wanted to come into the office. What we also found was that they did not want to wear a mask. What we also found was that they were nervous to be around people whoare not vaccinated. Through this survey we also found out that we had areally great handful of people who are great people, who their choices to notget a vaccine because it's not right for them, and we want to makesure that people will feel very comfortable with all of their decision in what's rightfor them, what's right for their body. And we also found that some peoplewanted a hybrid model. So it's a little bit of everything. Howdo you create this potpoury experience? Well,...

...also, considering that we've got agreat handful of remote, fully remote team members, that we really rampedup hiring to expand our ability to hire quickly during the pandemic as well.And so again we've got this potpoury mix in the New York City area andthen a very robust remote team as well. So you know what we decided todo, Sam is, we decided to build and hit on all ofthose points. So Our New York City office we require a vaccine. Wehave one side of the office that people can wear masks if they want toand the other side don't wear masks. And for people who travel or youknow, even you know everyone here, we get tested regularly to make surethat we minimize the chances for breakthrough cases as well. And then we alsohave what I'd mentioned right that the people who wanted to be hybrid. Andso what I believe and in my philosophy has always been, you know,to keep productivity, it's really important to...

...have a routine, to have aschedule. People thrive with a routine, whether they realize it or not.And so what becomes challenging with a hybrid scenario of Oh, sure, youcould come in the office a couple days a week or come when you wantwant. There's never going to be that set routine and I think what we'veall learned right. Everyone was scared when employees went fully remote and a lotof us in, you know, the technology arena, saw that productivity remainthe same, high, great productivity. And you know, of course it'sit's, you know, completely powered by, you know, the Sass Tex stactthat enables that. But the soft side of it is that people hadroutine. You were at home, it was predictable, it was repeatable.So we wanted to make sure that with this hybrid option we facilitated the sameand so we have the policy that Monday's, Thursdays and Fridays are in office forthe good to market team, so that we're also increasing engagement and collaboration, so that we're all in the offices...

...the same day, but that we'realso facilitating the productivity stance, because you've got your set schedule. You know, you're not going to press news a couple times and decide not to comein the office. It's your schedule. What we wanted to be very carefulof was that we were not creating two different cultures or, as you mentioned, you know, ruining the strong culture that existed right and because we haveso many remote folk and because we have a lot of people who don't feelcomfortable with the vaccine, they keep their jobs and we encourage that because theyhave to feel comfortable and so they could continue working remotely. But it's reallyimportant to think about all of the different offerings that you have and how itmay translate to in office verse remote. And so a great example is ameeting. Right, if you have a meeting that's comprised of people both inoffice and remote, you want to make sure that you level the playing fieldand what we have found is making sure that everyone is on, you know, zoom or whatever, you know,...

...a conference tool you use. Everyoneshould have their own square. Right. You could have the in office peopleon a conference room together, but it's making sure that people who are remotehave that same opportunity to hear clearly and see each person around that virtual room. And so that technique, I think, is one of the greatest we've foundto really continue to brew really strong and productive meetings. I love it, and so, if I'm stilling all of that, flexibility is important,listening to your employees is important and creating solutions that incorporate their feedback that alsobring in the idea of consistency and routine so that we can all if we'reall going to be for those that want to be in the office, we'regoing to be in the office at the same time and and for those thatdon't want to be, we're going to create solutions for them. And thenwe're going to be creative around doing things like making sure that everybody's has aZoom Square, even if you're in person or not, so that the peoplethat are not there don't feel excluded in any way. My word, yousaid that fantastically and a lot faster than...

I did, but that's exactly right. You know, the one thing that I didn't touch on, Sam waswas the communication around it. I you know, the other you know,strong peace to this is to understand that things are changing rapidly, and sowe also make sure that we think about safety and wellness for everyone. And, you know, what was right for someone today may not be right forthem tomorrow based on, you know, covid statistics or, you know,things that they're experiencing in their external life, and so we've, you know,made sure to communicate to people regularly so if they change their mind interms of what option. They want that they have that option and that theyfeel very comfortable doing so. Makes a lot of sense. John. RemindUS if folks want to get in touch with you, what's the best wayto do so? Linkedin. Absolutely and they should spell out your last nameonly for just in case they're they're looking you up. They want to makesure that they can find you. I love that you said the last nameand I I first because I think the first it's a tricky one, butlast name is score sone, awesome,...

...and you can find are on Linkedin. Folks, you can find me. You can email me Sam at joinedPavilioncom where you can find me on Linkedin. Linkedincom for the word in for mfjacobs. Jonathan, thanks so much for being our guest on the show thisweek. Thank you so much, Sam, absolute pleasure, and thanks to oursponsors, outreach and pavilion, and for everybody else. Will Talk toyou next time.

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