Enabling your sales teams to stay one step ahead of the game is all about giving them great flexible working space and the digital tools they need to do the job
The idea of flexible working is something that’s been gaining traction in the world of work but, for sales professionals, the idea of being mobile and having to stay ahead of the game is something that’s always been a crucial part of their role.
Sales staff have to remain adaptable and must expect to travel but, in order to stay successful, they also need access to the very best resources and technology.
Retaining sales staff is also important for organisations. According to one academic study, the average cost to replace a salesperson is $97,690, while another survey found 68% of sales staff plan to look for a new job within the next year.
It’s for these reasons that flexible office solutions, with multiple sites across the globe, high-speed broadband, meeting facilities, desk space and resources such as video conferencing, play such a key role in helping companies get the best from their sales teams while also helping to keep them happy in their jobs.
One highly influential sales professional who’s in no doubt about the importance of flexible working to productivity is IWG chief sales officer Fatima Koning.
“The fantastic thing about flex working is that, by its very nature, it enables individuals and companies to have the right kind of space in the moment. This is particularly important for sales teams,” says Koning.
"Something that most sales people will agree on is how demanding the role can be. There are usually targets to hit and busy meeting diaries to contend with. Retaining these staff, and ensuring they have all the tools with which to do the job, is crucial," Koning explains.
“By its nature, being in sales is tough,” she says. “You have to be tenacious and resilient to be able to do it well. As a company, being able to offer key team members the flexibility to work anywhere in order to enable them to achieve optimum productivity is crucial.”
Although the ability to fly solo is an important part of the job, Koning says being able to touch base with colleagues in other departments is key to maximising performance.
“Great sales people tend to work very independently,” she says. “They are self-starters. However, the most successful sales teams are the ones that come together with colleagues at least once a week to share challenges, learn from each other and feel part of a team.”
When it comes to showing potential clients what IWG has to offer, for Koning and her team it’s all about leading by example.
By basing her own sales professionals at Regus’s sites so they can experience first-hand how this enhances their own productivity and happiness levels, they themselves are better able to speak with confidence to clients about how IWG can do the same for them. 
“Having inspiring working environments is critical to my ability to attract talent,” says Koning. “Since refreshing our drumbeat of sales activity globally, we have consciously made better use of our own flexible working spaces.
“Selling our solutions is easy for us, because we can actually show people how these environments have helped us as a team be more productive.
“I love it when I hear from one of the teams that they came together for an afternoon to share case studies and learnings. For me, it is all about delivering on the promise to provide a great day at work for my employees and our customers.”
It’s not just about providing perfect locations for sales staff, but also the technology they need to perform their roles.
“Flex working isn’t just about office space,” adds Koning. “It’s also about ensuring that space has the right technology infrastructure to enable you to have flawless connections to connect people wherever they are. This is key to how we support our customers in creating, retaining and developing a professional, high-performing sales force.”
Could a flexible workspace solution help your salesforce achieve their targets?
