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Hybrid: The key to sales team success?

Posted by Carole Mahoney on 10/15/24 4:15 PM

Hybrid The key to sales team success?

For a long time, I thought remote work was the ultimate solution. Why deal with commutes and office politics when you can work from home? But then, I had a client whose sales team was hitting a wall—complacent, missing follow-ups, and lacking creativity. Their entire team was fully remote.

It became clear that the team wasn’t just underperforming; they were struggling to innovate and collaborate effectively. And in an AI-driven world, innovation is crucial to staying ahead.


Here’s what the neuroscience says: when teams work together in person, they’re more likely to be creative and come up with new ideas. When people are in the same room, bouncing ideas off each other, synchronicity happens. However, remote work often limits this dynamic interaction.


So what did we do? 

We made a hybrid model. We took advantage of remote work, but we also scheduled in-person meetings, training sessions, and workshops. Bringing the team together allowed them to brainstorm more effectively and strengthened their connection to each other, which ultimately led to better results for their clients.

This shift made me rethink my stance on remote work. Don’t get me wrong—I still love the flexibility of working from home, but I’ve come to realize that a hybrid approach can offer the best of both worlds.

Especially in B2B sales, where collaboration is key. It’s not just one salesperson handling everything anymore; it’s a team effort involving customer success, product experts, and even sales engineers. On the buyer’s side, decisions are made by multiple stakeholders, so sales teams need to be aligned and ready to adapt.


Watch this recent Sales Nerds discussion with Ben Tagoe for more on this topic


What about your sales team?

Are you balancing remote work with in-person collaboration? How are you creating space for innovation and teamwork?

Share your thoughts in the comments below!

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