How to Design a Successful Hybrid Work Model for Sales Organization?

As the world has become more digitalized, the workforce and organizations have become increasingly global, both in their market reach and workforce. The rise of distributed teams and remote staff has been a continuous culture.

A hybrid sales model can help business employees, sales representatives, and teams benefit from digital and in-person sales solutions to enhance customer satisfaction, remote work performance, and productivity, and increase sales revenue.

In this blog, you will learn about the hybrid work model, including its characteristics and types, and how to design a successful hybrid work model for sales organizations and businesses.

What is the hybrid work model strategy?

A hybrid work environment is usually a combination of different work practices where an employee divides his or her time between working remotely on some days and in an office, coworking space, or at the customer’s location on others, based on the nature of their job. 

In simple terms, hybrid work models combine multiple natures of work arrangements, but the most common form of hybrid work model strategy is where remote work is combined with in-office work.

When collaborating on a project, the office environment is often preferred, but if the task requires individual focus, then remote work is ideal. Hybrid work schedules must be shaped by balancing family commitments and work responsibilities tailored to individual needs.

A hybrid work approach offers several benefits, including enhanced productivity, improved work-life balance, and cheaper organizational operational expenses. 

However, the hybrid work model has some associated problems, such as dealing with diverse work styles and communicating across time zones.

So, if you’re considering implementing a hybrid work style for your sales staff, you should be well prepared.

What are the characteristics of hybrid work models?

Some of the characteristics of hybrid work models are:

• Location flexibility: Work from home and meet face-to-face at a central location
• Flexible structures: Depending on functions, remote/office splits range from 20 to 80% 
• Synchronized meetings: Ensure seamless virtual collaboration with collaboration cloud communication technologies
• Asynchronous collaboration: Asynchronous tools enabling collaboration between employees
• Outcome-driven goals: Achieving results-oriented performance management instead of being present
• Trust-based culture: Decentralized management empowered by flat hierarchies  
• Continuous feedback: Keeping communication channels open while respecting boundaries to mitigate remoteness

Top 3 Types of hybrid work model 

First remote work:
In a remote-first hybrid work model, employees mainly work from home and are not required to go to the office. However, unlike a fully remote work culture or setup, office staff or employees can have the option to visit the office when needed, such as for meetings, essential interactions, and discussions. 

This model allows management to control the number of employees in the office at once and determine the necessary office space according to the necessity of the in-office workforce.

This remote-first approach is the most flexible for employees, allowing them to work wherever they are most productive.

Occasional office work: 

In this hybrid work arrangement, teams are expected to work on pre-decided in-office days or specific days only. This hybrid work model ensures that every staff member has the opportunity to work both remotely and on-site.

The office-occasional hybrid work style can also be split down into two more categories:

1. Split-Week: Employees come to the office on certain working days of the week, which are generally chosen by either the team or the organization. The most split-week hybrid office work days include Mondays and Fridays, which are famous for remote work, while Wednesdays are often the most productive in the office.
2. Manager-Scheduling: Employees usually work remotely but come to the office when management requests it, such as for important meetings or special events. This schedule is based on management’s needs, requirements, and arrangements.

First office, allow remote work:

The office-first hybrid work arrangement is quite similar to the typical daily work office setting. Under this arrangement, employees are required to work at the office every day.

However, if an employee is unable to come to the office on a particular day, they can work from home or remotely.

This strategy retains the framework of a regular office setting while allowing workers to work from home as needed. It combines the consistency of daily office attendance with the flexibility of remote work.

Hybrid work models offer different levels of flexibility between remote and in-office work. The remote-first model provides the most flexibility for employees to work from home but can visit the office as needed.

Occasional Office Work facilitates employees’ duties at the office on specific days. The Office-First model is closest to the traditional office setup, where employees work at the office every day but have some flexibility for remote work when necessary.

What are the advantages of hybrid work model for sales organization

A hybrid work model can offer several advantages for sales organizations, potentially boosting both employee satisfaction and sales performance. Here are some key benefits:

• Increased Productivity and Efficiency: A hybrid model allows workpeople and sales agents to choose the work environment that best suits their tasks and roles, providing flexibility and a more controlled environment for working from the comfort of their home or any other place. This can refresh employees’ moods and reduce agent burnout, which can positively impact productivity and work efficiency.
• Improved Employee Satisfaction and Retention: Remote hybrid work cultures and practices allow employees and companies to maintain work-life balance. They can improve employee morale, reduce burnout, and increase employee retention, positively impacting employees and the company’s performance and productivity. This results in better mental health and happier and more satisfied people and the workforce.

• Recruiting top talent from anywhere: Companies can recruit top talent or employees from anywhere and any part of the globe through a hybrid work model, allowing those skilled and talented people to remotely contribute to company growth, including the different departments of customer support, sales, and others.
• Reduced Costs: A hybrid working model can also reduce the organization’s overhead costs by employing fewer employees in the office. This can reduce office expenses, including office space, utilities, and other operational expenses. On the other hand, Employees also save on transportation costs and time simultaneously.

• Improved Collaboration: Some business owners or employers worry that a hybrid model might disturb employee or workforce collaboration. In reality, it can encourage effective communication and collaboration with the help of a contact center platform and project management tools.  Sales teams can leverage cloud-based communication technology to stay connected and share information seamlessly with clients and the company, regardless of their location.

• Safety and Wellbeing: The hybrid model allows for continued flexibility if there are health concerns or disruptions, like childcare needs. This can help employees feel secure and supported while working on their daily office work without being away from their family members.

How to design a successful hybrid work or sales model

1. Develop omnichannel experiences

In a hybrid work model, your sales team needs to interact with clients remotely through various communication channels, including phone calls, emails, video conferencing, or even social media. Developing an omnichannel internal and external business communication system ensures a seamless experience for the client, no matter how they choose to connect. 

You can integrate your business communication solution with CRM software and different communication platforms for a consistent flow of customer data across multiple channels.

2. Encourage hybrid sales interactions.

Invest in hybrid sales training programs that help them adapt their approach to different communication methods to maximize their hybrid sales interactions and communication. 

Your sales team needs to be comfortable and skilled in handling interactions that might switch between in-person meetings, video calls, and phone calls to deliver improved sales productivity.

3. Utilize workspace analytics

You can implement the workspace analytics tools as this can help your business with the employee’s work performance and gain insights into how your team utilizes their physical and digital workspaces, even if they work remotely. 

These data can help you optimize office layouts, modify the remote work strategy for collaboration during in-person days, and identify areas for improvement in remote work tools.

4. Implement automation

Sales automation can free up your team’s valuable time for decision-making and productive tasks. You can automate repetitive and daily routine tasks like scheduling appointments, sending follow-up emails, or qualifying leads. This allows your sales agents to focus on building relationships, closing deals, and generating sales revenue.

5. Choose the right contact center solution

A robust contact center solution is crucial for managing customer interactions and internal and external team communication in a hybrid workforce model. This can facilitate your teams’ omnichannel communication, allowing effective communication in the work environment or in work-customer relationships and interactions.

Choose the right and reliable cloud-based solution that integrates with your CRM and offers features like skills-based routing, call recording, sentiment analysis, accurate data and analytics, and real-time performance monitoring.

How to Choose Dialaxy contact center solution for hybrid business operation and work model.

Choose Dialaxy as your reliable and dedicated cloud-based contact center solution to design a successful hybrid work environment and sales model. It has all the capabilities built into a single solution for success in call center operations or remote business. 

With the investment in Dialaxy communication solution technology and a focus on the well-being of positive remote workspaces. you can create a hybrid sales model that leverages in-person and remote work strengths, ultimately leading to a more successful and client-centric sales organization.

FAQ

What are the 5 C’s of hybrid work?

The 5 C’s of hybrid work are a framework for creating a successful hybrid work environment are:

• Communication
• Collaboration
• Culture
• Connectivity
• Continuity

What are the 4 pillars of hybrid working?

The 4 pillars of hybrid working are:

• Flexibility

• Choice

• Technology

• Trust

• Space (optional)

• Wellbeing (optional)

What are the principles of hybrid working policy?

Hybrid working policies vary according to the specific needs of each organization, but they typically address the following factors:

• Eligibility
• Work Location
• Core Hours
• Communication
• Technology
• Performance Management
• Equipment
• Security