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The Sales Evangelist

Moving to a virtual workplace means companies can hire better and faster while reducing employee cost and turnover. But are there benefits to returning to the brick-and-mortar model of 2019? In today’s episode of The Sales Evangelist, Donald interviews Dan Fantasia, founder of the sales career advancement company Treeline Inc. to discuss what sales professionals look for in their 2021 work environment.

What are sales professionals looking for in 2021?

  • Most employees prefer virtual roles over in-person. So if you’re thinking of reintroducing your company to the office, you might want to reconsider. If someone is sold on the remote option, they might start looking for a new opportunity.

The pros and cons of having a brick-and-mortar company versus operating remotely:

  • In a virtual job, it’s more challenging to build camaraderie outside the office. However, there are ways to facilitate this relationship. 
  • Dan’s company participated in a virtual wine tasting, and they start each morning with a zoom call to stay aligned and promote communication.
  • The pro of remote working is the removal of commuting. 
  • Companies no longer have to compete for employees with companies in a particular area – they can hire across the United States. 
  • However, this is a double-edged sword, as competing companies are equally able to contact employees with new opportunities.

What should employers be aware of that salespeople want in their 2021 work environment?

  • Just because your company is virtual doesn’t mean you can lowball a candidate. They have an entire world of opportunity now and can just look elsewhere. 
  • Don’t be stuck on the decision to go back to an in-person model. You might have to pay for a building people don’t use, but if your employees work better remotely, the payoff will make the decision worth it.
  • There are risks of virtual work depending on the position, the most pressing being if your employees are mature enough to work virtually.
  • However, between a virtual company and an in-person company, the virtual company can source candidates from the entire country to ensure that the person thrives in that type of environment. 
  • Virtual companies offer a diversity of regional cultures, which can develop new perspectives in your employees.

Dan’s advice for sellers and companies:

  • Corporations should be open-minded and take advantage of the virtual opportunities. You’ll find immense payoff with a virtual model.
  • For candidates: Look for your next opportunity when you’re still employed. You want the longest runway possible to have the time necessary to consider your options. When you’re employed, you won’t have to accept the first offer out of desperation but can instead move towards an opportunity you want.

If you want to get in contact with Dan, email him directly at fantasia@treelineinc.com, or you can visit his company website.

This episode is brought to you in part by Skipio.

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This episode is brought to you in part by NetHunt CRM.

NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and  G Suite integration, you can access your CRM data, launch bulk email campaigns, and set up automated sequences from the comfort of your inbox. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched.

NetHunt CRM offers TSE listeners a 40% discount for the first three months along with free user training and a dedicated Customer Success Manager with any pricing plan.

Try NetHunt CRM today at https://nethunt.com/tse.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.donaldk4.sg-host.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: donaldk4.sg-host.com/survey.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder wrote by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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