600Minutes Human Resources Highlights: How HR Support Leaders Through The Pandemic

Our recent Norway 600Minutes Human Resources virtual event revealed deep insights from top HR executives as they navigate the implications of COVID-19 alongside their C-level counterparts.

During the breakout sessions, CHROs communicated how the HR function “is now more clearly and centrally located in the organization, compared to before the pandemic, and has been essential in supporting leaders during this difficult period.”

 

THE POWER OF COMMUNICATION

 

 

As companies implement working from home to curb the coronavirus infections, leaders are facing communication problems even though there are resources and tools for easier collaboration.

The event participants expressed that there needs to be more active communication in the company.

An HR leader remarked that managers must ensure that information to employees is read, and not just sent out. “Use apps or other platforms instead of just email. Leaders should encourage dialogues with employees continuously, even with laid off employees.”

Other participants also agreed with the statement, with one conveying that leaders and employees should have regular contact with one another, and plan for walks or lunch together.

“Communication is a key factor for success,” stressed a top HR executive, who also mentioned that there should be a close collaboration between the HR and Communications teams to make necessary joint decisions.

Others chimed in, explaining that information packages from the Communications team, such as regulations, restrictions and recommendations, need to be clear, and sent out to employees to help them obtain important information.

One participant voiced out that any and all information must be communicated. “Even if there is nothing new to inform, inform about it.”

 

LOSING ‘CONTROL’

 

As companies temporarily close their offices or establish shift groups, some leaders are finding it harder to manage and oversee their teams due to distance working.

“Managers are insecure about their own and the team’s deliveries,” explained a participant. “They feel that they have lost ‘control’ over the team.”

From another point of view, the work-from-home situation empowers employees to be more independent and take accountability for their tasks.

An HR leader revealed that, “The team themselves have more control over their own work today, and manage themselves more.”

The other participants reiterated the sentiment, emphasizing on trust between managers and team members.

“Control-based management works poorly,” expressed a CHRO. “Trust-based management works better.”

“Trust the skills available in the organization,” declared another. “Dare to trust the decisions that are made, and stick to them without hesitation. This contributes to a strong trust foundation in the organization.”

An HR executive advised leaders that, “During times of uncertain future and challenges, the individual must reflect on how we can lead ourselves, not just our employees.”

 

FORMALIZE THE INFORMAL

 

A rising concern among those working from home is the increasing number of meetings, which have led to Zoom fatigue. Yet another worrying issue is the rise of informal meetings in non-work settings.

“It’s important to facilitate informal meeting places, not just the formal ones,” expressed a participant. Whether the meeting is held in the office or in a cafe, agreed meetings should be ‘to the point’ and agenda-focused.

A top executive disclosed that, “A method that is useful for many to find an informal meeting place is to establish ‘walk and talk’ as a principle.”

Leaders have to remember that all business-related meetings, regardless of its settings or formality in this new normal world, should still follow the same protocols as an official work discussion.

 

Discover more insights by joining our HR events in DenmarkSweden, Germany, Switzerland, The Netherlands, Finland, and Norway.

 

MENTAL HEALTH

 

From feelings of anxiety to increased workload and higher pressure, the pandemic has brought many mental health impacts on workers and employees across the industries.

Among the topics discussed in the breakout sessions, mental health was one of the topmost concerns among the CHROs.

The event attendees believed that organizations should provide materials on how to work with mental health, and to accommodate individual needs.

For instance, an executive suggested that organizations create a culture with openness about workload and pressure. This is so we can make adjustments when there’s a need, and when it’s difficult for the leader to have an overview of the situation.”

“But what are the boundaries of corporate responsibility for mental health?” one participant questioned.

While some companies have mental health as part of their corporate social responsibility, it’s still a difficult topic to bring up due to stereotypes of the illness.

One participant advised that, “Although it’s more efficient to work from home, you need to book some ‘free time’ as well.”

Thus, a number of the HR executives recommended a few steps for leaders to help reduce their team’s mental stress:

 

  • Make themselves available and set aside time for talks;
  • Create support communities and groups so that the team members don’t feel that they are alone;
  • Recommend apps with meditation or that helps with stress relief; and
  • Celebrate occasions and events together, such as birthdays.

 

To elaborate on the last recommended step, the HR leader explained that there should be “various virtual gatherings, such as virtual expert breakfasts, coffee breaks or lunches.”

Additionally, the leader commented that the gatherings should be held continuously, both unconditional and voluntary, but that mandatory sessions with a learning purpose, like workshops on various thematic areas, should also be arranged.

 

WORKING RESILIENTLY

 

The HR function is the backbone in every business concern, and with the outbreak not fading away any time soon, CHROs are standing together with their fellow C-suites to lead the organization with equal value for all employees.

Depending on the country the organization is located, HR executives have different rules and things of importance to keep in mind. But as mentioned by the HR participants, they are trying to keep track of everything and ensuring what’s best for the employees.

“As there are many uncertainties,” expressed a CHRO, “we need to continue to work with resilience.”

Creating Lasting Impressions with CxOs: Closing Sales in the Digital Space

As digital transformation is solidified, business leaders and salespeople are making the best of both virtual and physical spaces for their professional dealings. In fact, HubSpot found that 63% of sales leaders believe that virtual sales meetings are just as or more effective than face-to-face meetings. On the customer side, 75% of B2B customers prefer remote sales interactions over face-to-face, according to McKinsey.  

So, while the age-old skill of reading body language to gauge interest levels and finishing a meeting with a firm handshake can still play a part in your in-person sales meetings, the virtual space holds just as much promise.  

McKinsey predicts that hybrid sales strategies will dominate by 2024, meaning that salespeople need to continue honing their in-person skills while building up further virtual communication capabilities to ensure success.  

As a salesperson, how can you leverage the best of both worlds to make a lasting impression with CxOs and successfully close deals in a digital space? 

1. Network

The fundamental tool of any salesperson, networking has evolved in recent years to encompass both physical and virtual events. The refinement of virtual networking has rapidly solved the issue of distance for many professionals, enabling the creation of vibrant digital communities where people can make connections, work together, and share knowledge regardless of location. 

Getting involved in different LinkedIn groups, for example, can be beneficial when trying to establish a network of people in specific industries or shared interests. They’re already in the same space, ready to connect with you. This greatly increases the quality of contacts you can make and allows the easier establishment of relationships.  

Virtually networking also presents a larger opportunity to network with executives who are farther away – allowing you to break into newer markets – and communicate on the go. The digital space gives salespeople the opportunity for a more targeted approach to networking.  

Having said that, it’s important nowadays for salespeople to learn how to bring digital connections into the real world. For example, you could attend in-person networking events and connect with prospects that you’ve already linked with online. Meeting face-to-face after establishing a virtual connection is a great way to strengthen that professional relationship. The same can be done and vice versa – where you meet a prospect in-person and continue to strengthen that relationship in the digital space via LinkedIn or follow-up emails.  

Adopt a multichannel approach to networking. 

2. Be Active in Insights Sessions

More and more businesses are offering online events now that allow participants from across the globe or a specific target region to come together in a virtual space. From panels to forums, trend discussions, and knowledge sharing by experts – these are all excellent spaces for salespeople to not only keep up with the latest trends in their market but also to meet prospects.  

Of course, there’s no point in attending these virtual events if you’re not going to participate and be heard. As a salesperson, you need to make an impression. When you’re in a virtual space where you are either a tiny little box on someone’s screen or not even visible in the session, the only way to stand out is to speak up. Ask questions, offer insights, and talk about your own experiences where relevant

Being engaged in insights sessions with prospects is a surefire way to get yourself noticed. This will translate to prospects remembering you and therefore being more open to talking to you. That’s a foot in the door. From there, you’re free to work your sales charm and get a meeting! 

This can look like connecting with other attendees on LinkedIn who were vocal during the session by commenting on their questions or insights. Share your thoughts on what they said and start building a relationship with potential new prospects. 

3. Be An Excellent Listener

Once you’ve connected with a prospect and secured a meeting, you must continue bringing your A-game. As a seasoned salesperson, you understand the value of listening during a sales call. Online, you won’t have the ability to properly read body language. This leaves you with the alternative of clear and precise communication which can only be achieved with active listening. When you listen to your prospect with empathy, you will be able to ask the right open-ended questions to generate better discussions in your sales meetings.  

At the end of the day, people want to buy from those they trust and who they feel care about their well-being, understand their pain points, and actively seek to alleviate their concerns. This is the same both offline and online. Work at creating a lasting and memorable impression of yourself as a valuable business asset to your clients, not as a salesperson. 

Once you learn to effectively build trust by asking the right questions and matching their answers to your solutions, you’ll find that deals will flow like wildfire even during trying times.  

Check out our 5 Virtual Sales Meetings Tips to help you impress CxOs at your next meeting.

4. Maintain Confidence

Confidence in sales, whether face-to-face or online, will always stand to have the most chance of securing a deal. As businesses start to emerge on the other side of a pandemic – and are navigating an accelerated digital transformation wave – it is natural to uncertain in unchartered waters. CxOs may be more cautious with their investments and business strategy. As a salesperson, your job is to try and cut through that hesitance. 

An effective way to maintain your confidence is to plan out your meeting agendas and have a strong closing prepared when networking or during sales meetings. A well-thought-out closing strategy will help greatly in calming your nerves and being prepared for both expected and sudden client situations.  

As per The Ultimate Guide To Closing The Sale by Resourceful Selling, be a top seller by “remaining upbeat, even when dealing with pessimistic prospects.” 

“[Top sellers] don’t feel bad for themselves, even when a sale fails to close. They maintain enthusiasm by repeating positive affirmations to themselves, such as, ‘I will close the sale because I have the best product.’” 

For a further boost on how to ensure a successful virtual meeting with a senior prospect, check out our article on 7 Tips To Rock Your Virtual 1-to-1 CXO Meetings

5. Be Prepared to Handle Objections

You are probably familiar with objections. Facing these online can seem daunting, given the lack of body language cues and the ability to turn on your sales charm for prospects. However, learning to handle sales objections online can save you a lot of grief and time. 

A key factor in successfully turning around objections is to be prepared for them, especially since virtual meetings with prospects tend to be short. However, the added benefit of virtual spaces is that you can instantly pull up relevant information, stats, or case studies to address unexpected objections. Did your prospect ask a question you weren’t expecting? No problem. You can immediately look up the right information during the call to address their objection and turn it around. 

Embrace sales objections as part of the process and take it as a chance to nudge your prospects along their journey. Be on their radar to ensure visibility and make sure to follow up – with an email, perhaps with an in-person meeting to demonstrate your solutions in more detail. 

Read our article on How to Handle & Turn Around Sales Objections for more insights and tips. 

“It’s not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp, executive speech coach and sales presentation skills trainer.   

In Conclusion 

We are firmly in the new normal and online meetings have become permanent fixtures in most organizations. Mastering the hybrid sales strategy means finding ways to leverage both in-person and virtual spaces to your advantage. Focus just as much on perfecting your skills in virtual meetings as converting your digital connections into the real world. Effective and efficient communication, especially, is a key differentiator that can significantly separate you from your competitors in creating a lasting impression among CxOs, closing sales, and enhancing your brand in the digital space.