This complimentary seminar brought together some of Toronto’s top experts in each of these essential fields. Listen to Claire Sookman discuss how you can improve the performance of your virtual sales team. (http://www.virtualteambuilders.com)

1. Highly Effective Virtual Sales TeamsDecember 1, 2010

2. Copyright Virtual Team Builders 2007 What Is A Virtual Team? A collection of individuals who are geographically dispersed and who collaborate via communication and information technologies in order to accomplish a specific goal. (Zigurs,2003,Leadership in Virtual Teams)

3. Copyright Virtual Team Builders 2007 More than 90’ apart – Little communication; same as miles apart 30’ or more apart - Only 10% chance of communicating at least once a week Next door - 25% chance of communicating at least once a week Communications and DistanceMIT Study

4. Copyright Virtual Team Builders 2007 Collaboration and DistanceBell Labs Study Same corridor – great 5X as much as… Separate corridor, Same floor, much better than Who?! What?! Separate floors Why?! Better Degree of collaboration Worse

5. What Makes a Virtual Team Successful? A Day in the life of a Sales Manager Task related-Processes that help ensure that each team is contributing fully: Team meetings Tracking sales Socio-emotional-Processes that increase the cohesion of the group Trust Communication Increase in Task Performance

6. Copyright Virtual Team Builders 2007 Meetings Quiz What percentage of people day dream during meetings? 91 percent What percentage of people multi-task during meetings? 70 percent What percentage of people actually dozed during meetings? 39 percent

7. Honestly I love weekly conference calls! If it weren’t for them, I’d never get caught up on my email

8. Tip 1: Create a Graphic Ottawa Toronto Montreal Vancouver

9. Tip 2: Create Ground Rules Ground rules are critical for managing effective group interaction, but they need to be tailored to your team. Example: Once a meeting has started there will be no interruptions (no emails or texting).

10. Build Relationships Tip 3: Build Relationships

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12. Tip 4: Provide a Color Commentary Provide an in-depth color commentary

14. Raise Hand

16. Send to:

17. All Participants

19. Copyright Virtual Team Builders 2007 While you are Waiting Copyright Virtual Team Builders 2007

20. While you are Waiting Welcome! While you are waiting… Using Whiteboard Tools: List one success you had this week that you are proud of

21. Incentives for Marketing Meeting Copyright Virtual Team Builders 2007

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24. What questions do you have?

25. I’ll give each of you one minute to write down your questions and then we will begin with Toronto

26. If you had a question, what might it be?

27. What question might someone else on the call have?

29. Copyright Virtual Team Builders 2007 The End… Thank you for your participation. Claire Sookman 416 398 5160 www.virtualteambuilders.com csookman@virtualteambuilders.com