WFH Rate Remains Stubbornly Set
There's a great many reasons why our selling video skills must be honed.
For one, the medium is not going away.
Enterprise selling has long embraced the 'remote'. Videoing its modern-day extension.
The ability to hold meetings over video ought be a pillar of productivity improvements that make a real difference to our selling success.
I despair that I so seldom see this.
Beyond the travel downtime freed up, ability to convene from more disparate locales and the greater chance of grabbing an intro or approval top brass audience, the general volumes likely to prefer video make a stark case for giving the virtual the attention it deserves.
Take just work from homers. Whilst they are at half the levels of lockdown peaks, they're presently triple that of immediately before then.
2019 WFH at sub-10pc. By mid-2020 up at 61pc. And now, since 2022, consistently around 30pc.
How do you think your prospect would feel should you be able to fill a slot in their calendar on those otherwise potentially tricky Mondays/Fridays on their 'hybrid' diary?
Many would surely be grateful. Particularly those for whom you may well offer a corporate or career lifeline. Which after all, are the deals I trust your funnel is full of.
A key collator of working pattern behaviour, Stanford Prof Nick Bloom, muses that this three-in-ten figure levels out right now in part because for every big company that issue a headline grabbing RTO edict, there are many more smaller, yet younger and crucially faster growing ones viewing the blended approach as more beneficial.
An intriguing bottom-line here is in saved recruitment costs. For it appears there's data suggesting hybrid firms have lesser attrition rates. Some suggesting by up to a third. That's a potentially huge impact from all the saved combined costs of business disruption, recruitment and training.
And as I often say, if you're with the managers that pronounce, 'you can't brainstorm over video' for instance, then you've hit your Peter Principle ceiling. You are indeed the problem, not the solution.
If you've not revisited already, get back on the video call path to Sales glory.