BUSINESS ADVICE

By Kate Zabriskie
As the team sports world finds itself rapidly adopting virtual meetings, many people struggle while attempting to translate the in-person experience to an online format. That can be particularly difficult and challenging in a ”people” business such as team sports. All of a sudden sitting around talking about that weekend’s game with the football coach has turned into a Zoom meeting from both of your living rooms — complete with a blaring television and the coach in his pajamas. Luckily, there are some tried and true actions that neophytes can take to have their online gatherings running like clockwork. By following 10 strategies for surviving in the virtual world, a newbie can perform like a pro in record time.

1. Know What You Want To Accomplish.

Just as it’s important to have a game plan for an in-person meeting, it’s essential that you have a goal for any online get-together. Are you informing, gathering information, selling uniforms, looking for opinion, making a decision, or something else? If you don’t know, your meeting is not going to feel as tight as it could and you won’t look as put together as you might had you done some thinking in advance. Once you know the goal, it should inform the meeting’s length, number of attendees and desired level of interaction. For example, if you’re discussing your company’s new telecommuting rules and short-term business plans, you’re probably not seeking opinion but instead providing information and perhaps answering questions. Given the one-way nature of the bulk of that gathering, you can probably accommodate far more people than you could if your goal were to elicit opinion and seek input.

2. Communicate Your Expectations

Most people will do what you ask them to do if you ask them to do it and you model the behavior. Be specific and direct. If you want people to share their cameras, have a slide outlining your request as people join the meeting. If you want them to raise their hands to answer a question, raise your hand when you ask it. If you want people to type something in the chat box, you should type as they are typing. The more deliberate you are in your instruction and actions, the better your chances of seeing what you want to see.

3. Share a Roadmap

Just as an in-person meeting can benefit from an agenda, virtual meetings need a roadmap or itinerary. Furthermore, in the virtual world it is helpful to show the agenda several times during the meeting and point out where you are on the schedule. An agenda check refocuses people who may have drifted off and it gives them an easy onramp back to the meeting. Furthermore, acknowledging where you are in the process gives people a sense of movement (or lack of movement, for that matter) and helps the group stay on task.

4. Recognize Technology Diversity

When it comes to technology, the virtual world is not equal. In a typical meeting, some participants will have equipment and bandwidth worthy of a Hollywood production, while others will appear to have a dial-up line reminiscent of equipment from the previous century. (Guess which is more prevalent in the team business?) For that reason, it’s important to think about what could go wrong and how to troubleshoot potential problems before they occur. For example, will you record and post the meeting for people who have difficulty joining? Do you have a dial-in number for those attendees who can’t get VoIP technology to work correctly? Will you send slides in advance for people who have difficulty logging in altogether and must rely solely on a PDF? The more you prepare for problems, the easier they are to deal with should they arise.

5. Arrive Early and Start on Time

If at all possible, it’s a good idea to arrive to your virtual meeting well in advance of your participants. The time you have in the virtual room before it fills will give you an opportunity to troubleshoot your technology, get comfortable in your seat and welcome early birds as they enter the room. Your early arrival also allows you to avoid having participants wait in a lobby. In principle, the lobby is a neat concept. In practice, it can work against you. If participants arrive to a lobby, they will more than likely work on other tasks as they wait for you and you’ll have to work harder to get the full attention they were initially prepared to give you.

6. Accept You Are in a Competition for Attention

Nothing says multitasking opportunity like a web-based meeting. Even the most effective presenter competes with a participant’s inbox, other work and just about any activity that is potentially more interesting. You will have to double or even triple your efforts to keep virtual attendees involved. Putting yourself on camera and asking participants to appear on camera is only the first step. Next, you have to think about ways to keep people’s eyes on the screen or handout and their hands busy about every two minutes. Two minutes? Yes! People want to be engaged. If they don’t engage with you, they will engage with something else.

7. Add Variety

The longer your meeting, the more important it is for you to add variety. If you are taking a poll, for example, consider conducting one using one that uses fingers held up to screen, another that uses the systems polling function, one that requires people to stamp a shape on a Likert scale displayed on a slide, and another that requires attendees to type a number in the chat box. The idea is to avoid becoming predicable. Slide, slide, poll; slide, slide, poll; slide, slide poll equals BORING.

8. Balance Conversation

Just as people participate in in-person meetings at various levels, the same thing will happen in the virtual world. A good meeting facilitator will take action to add balance. For instance, “I’m going to throw this next question to the people I see in the second row on my screen. That’s Jane, Josh, and Juan.” In that example, nobody is individually put on the spot. However, those three participants know that at least one of them is on deck to speak next. In addition to calling on a few people, you should also consider directing people to different channels. “If you would like to answer in the chat box, do that. If you would prefer to open your microphone, go ahead. If you would like to send a message just to me, send a private chat.” The variety of avenues offered in that example accommodate people who like to talk, those who prefer to write and others who are less comfortable speaking up in public.

9. Consider Using a Production Team

It takes time to master a virtual meeting program and even the pros can find it difficult to wear half a dozen hats at once. If you are running a large meeting or new to the process, consider assembling a team. For example, designate someone in the meeting to troubleshoot tech problems for attendees, assign a chat monitor to bring anything to your attention you don’t see right away, and so forth.

10. Limit Your Time and Use it Wisely

No adult wants to sit for more than two hours at a time and this is especially true in the virtual world. If you plan to move a six-hour meeting online and leave the agenda essential as is, think again. For meetings that are essentially information-sharing exercises, consider limiting yourself to one-hour blocks. For interactive conversations, as a rule of thumb, you should be able to get away with two hours at a time. Rarely, if ever, should you schedule more than four hours a day. And those four hours should include a generous break if possible. If you need more hours to accomplish everything you need to, consider running smaller meetings with fewer people, spreading a long meeting over several days or sharing video recordings instead of bringing people together if they would accomplish the same result. It’s a new world for many people taking the plunge into the world of virtual meetings and now is the time to get comfortable. Take the time now to leverage a few simple strategies that will get you on solid footing. Paying attention to what you like and don’t that others do in their meetings will help you grow. Asking for feedback from your attendees will further accelerate the process. May your next online meeting be a smashing success.

About the author: Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm. She and her team help businesses establish customer service strategies and train their people to live up to what’s promised. For more: www.businesstrainingworks.com.


By Shelley Armato
Entrepreneurs, business owners and company leaders in every industry are living in a state of overwhelm right now. Team dealers and their vendors are no exception. The rules of business have changed seemingly overnight and many are struggling to adapt to the new normal of our current reality. The number of decisions team dealers need to make daily is staggering. How do you communicate with your schools? What do you do about projects – and seasons – put on hold? How do you keep your employees safe? What kind of infrastructure do you need to support your roadmen and other remote workers? And of course, the biggest decision of all, what steps must you take to ensure your business survives this crisis? Being a business owner or company leader requires you to be nimble and ready to react at a moment’s notice. But that doesn’t negate the fact that you’re feeling stressed and overwhelmed. Now more than ever you need to commit to your goals and squash any fears that may be holding you or your company back. The following five strategies will help you persevere through any challenge and emerge from the crisis victoriously.

1. Be Tenacious

As an team dealer, business owner or company leader, you likely made the decision to be tenacious long ago. After all, if you hadn’t, you wouldn’t be in the position you are today. Now is the time to double down on that commitment, not back away from it. Times of crisis demand boldness, innovation and tenacity like no other. If you feel your tenacity wavering, pick a mantra that is powerful and motivating for you and have it play on a loop in your mind. Some common mantras leaders use to build their tenacity are “never give up,” “tough times don’t last; tough people do,” and “persistence breaks down resistance.”

2. Look to Past Challenges

We’ve all had to overcome challenges in the past. Whether it was a business failure, a job loss, the death of a loved one or anything else, no one’s life is without obstacles. And, believe it or not, that’s a good thing, because by living and working through those setbacks, you learned some important and useful skills. Even though the current global challenge facing us may seem different than anything anyone has experienced in the past, the fact is that the skills you have honed over the years during other challenges are the same skills that will get you through the current crisis. Just as a skilled cyclist picks himself up after a wipeout and can ride again, so can you if you focus on the skills you already have.

3. Get Comfortable Being Uncomfortable

During times of crisis, you will need to try new things — maybe even things you never imagined you’d do. Often, that means being uncomfortable. For example, many dealers are now doing live videos on social media to stay in front of their coaches. While they may be very comfortable giving scripted messages to the camera, talking off the cuff, in a casual setting (such as their home), is very different. During any crisis, “business as usual” isn’t enough. Therefore, think about what new, uncomfortable things you can do to keep your company top-of-mind for your customers.

4. Reinvent Your Message

If your sales have dropped because schools have closed and sports seasons have been put on hold, taking a “wait and see” stance is dangerous. You need to keep your business profitable during the crisis, so you may need to reinvent or reposition your message and your offerings. The key is to find the pain your clients are having right now (which may be very different from the pain they were trying to address a mere three months ago) and then deliver solutions to meet their current needs. Realize that repositioning your offering often requires only a slight pivot, not a 180-degree change. Look at some examples currently occurring in communities across the country: restaurants offering grocery delivery services, distilleries making hand sanitizer, apparel and shoemakers adding face masks to their product line, etc. You already know how to reposition — you did it when you started. Simply put that skill to work again now.

5. Protect Your Company’s Culture  

In order for your team business to survive and thrive during a crisis, you need to nurture and protect the company culture you’ve worked so hard to create over the years. This requires you to model strength for your employees and to communicate honestly and often with them. The goal is to keep fear at a minimum and to make your employees feel safe. Let them know that they are doing a fabulous job during all the changes. Listen to their ideas. Ensure they feel part of the team and valued. Above all else, make sure they know – both by your words and your actions – that you are going to lead them through the storm. They say that necessity is the mother of invention. And it’s true. In fact, often the best innovations come during times of crisis. The key is for you to assess the situation, determine where your business can add value and then take action using the strategies outlined here. When you do, you’ll find that your company can weather any obstacle and emerge as the marketplace leader.

About the author: Shelley Armato is CEO at MySmartPlans, a provider of best-in-class SaaS construction technology that eliminates risk, creates transparency and protects the budget. For more: www.mysmartplans.com


By Jill J. Johnson
The concept of remote working has been around for a long time. Many team dealers and roadmen have mastered the ability to work virtually, but it is often a major challenge for those who normally work in a busy office setting to shift to working outside their traditional office environment. Even worse for some people who love being around their customers – roadmen surely miss those school visits to meet with the AD or coaches – working remotely can feel more isolating than mingling with co-workers in an office setting. Being effective while you work remotely takes more than a mindset shift. It requires a disciplined approach to planning your activities and seeking out opportunities to interact with your co-workers. So for those in the team business who are still adjusting to the new reality of working remotely, here are nine practical tips you can use to make the most of this experience.

1. Establish a Routine

Just as you have a routine in your normal workday, try to mimic this routine as you work in your remote location. Whether it is at your home, an airport or a coffee shop, following your normal work schedule is vital to feeling like you are working. Start your workday at the same time. Make sure you get dressed. Wearing your pajamas might be comfortable, but it does not prepare your mindset for work. It can become easy to get distracted when you are working in a different environment, so focus on acting like you’re still working in a supervised workplace. This approach will help you feel more like you are working.

2. Set up a Dedicated Workspace

Having an area in your home where you do your work is essential to success in working remotely. It is easy to become distracted by the dog, television or the pile of household tasks that need to be completed. When you are in your workspace, you are working. If you combine it with following your normal worktimes, you can do a better job of staying focused.

3. Convert Commute Time to Learning Time

The time you used to spend on your commute is now extra time that you can use to enhance your value by learning something new. With the plethora of online courses and videos, you can take advantage of this “commute time” to enhance your skills. Even better, you might be able to get a certificate of completion that will make you even more valuable when you get back to a normal office work routine.

4. Take a Lunch Break

One of the most challenging aspects about working remotely is that it becomes easy to just sit at your desk and eat your lunch. In a normal work environment, you have to walk somewhere and often wait a bit to get your food. At home, your lunch time could drop from an hour to 15 minutes. Use the extra time to get in your workout or engage in some other activity to benefit your health. Giving yourself a solid break during the day will help reinvigorate you and give you a mental boost.

5. Connect with Others

When you are feeling a little lonely or isolated, take a minute to reach out to someone. Rather than sending a lengthy email, see if a colleague is available to talk live about a project. If they are working remotely too, they might welcome the human contact!

Intentional connections like this build team bonds and help sustain you when you are working remotely. It also offers you additional opportunities to dig even deeper into issues and brainstorm alternative solutions.

6. Use Video Conferencing

Using technology applications such as video conferencing is a great way to connect people from different locations. It provides a deeper level of connection and engagement than a phone call or text. Don’t worry about looking perfect on camera. The key here is using technology to connect with each other. Remote meetings are often very effective, but you need to make sure everyone is focused on the meeting and not multi-tasking. You can even set up regularly scheduled meetings via video conferencing so you can add more structure to your workday.

7. Communicate Clearly

If you are now relying on digital communication with your colleagues through email, be sure you are communicating effectively. Sarcasm or snarky comments have no place in written communication as they can be taken out of context without the body language or facial expressions to convey your meaning. Take some time to plan out the structure for your communication. Identify your key messages and what you need to add to support them. This will help you clarify your thinking and be better understood by others when they are only relying on your written communication.

8. Leverage Your Opportunities for Productivity

You will likely discover you are more productive without all of the interruptions common during an office workday. The lack of interruptions and distractions create additional opportunities for you to be more efficient in completing your normal work responsibilities. But it also offers you the opportunity to be even more productive. Leverage this productivity and tackle that special project you were hoping to get done someday. That someday is now! Just make sure it is a one-off project, not a permanent addition to your job responsibilities.

9. Be Aware of the Time Trap:

It is not uncommon for people to feel guilty that they are not working hard enough when working remotely. It is easy to fall into the time trap to seek out additional job responsibilities to fill your time. Keep in mind that you won’t have the same opportunities for productivity once you go back to a normal office environment. You and your boss should be clear about this so the extra work does not cause complications when you get back into the work setting. While it is not ideal to have a major shift in how you work, you can adapt to the situation with practice and focus. Keep in mind that it takes time learning to balance all of the complex aspects of working remotely. Be creative in exploring all your options for maintaining a connection with those you work with. Just make sure you keep your mindset on making a remote situation work for you — and your employer.

About the author: Jill J. Johnson is the president and founder of Johnson Consulting Services, an accomplished speaker, an award-winning management consultant, and author of the bestselling book Compounding Your Confidence. For more: www.jcs-usa.com.


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