rLiving Day 26: Sales Performance (Directness, Continuity, Commonality)
Posted by Simon on May 26, 2010
But, so what?
So what if they lost all those things? The business question is: did sales go down, or go up, because of the decision to stop meeting? Were clients retained? Did those clients spend more? Were negotiations enable bigger margins? Were new prospects found and turned into clients?
If I hadn’t fried my brain last night spending three hours thinking about derivatives, I’d look this up, but I know there’s strong evidence to link employee engagement positively with performance (on a number of metrics). But what I don’t know, and would like to find out, is to what degree and why regularly meeting face to face specifically contributes to engagement and so to performance. The research evidence about global teams seems to indicate that regular face to face meetings is an important part, but only a part, of a team’s overall effectiveness. But I’m keen to know the degree to which face to face meetings actually make all the mediated interactions more effective.
If you have any data to share, I’d welcome it!