One of the stated reasons for trying to get workers back into the office is the chorus of concern around the difficulties of sharing knowledge and experience amongst remote co-workers. New research, however, suggests a method that could improve this process both in the office and remotely: guided meetings between coworkers, which can easily happen in person or remotely. Compared to monetary incentives (without guidance from management), a combined treatment that combined guided meetings and incentives, and a control group, the guided meetings created a longer, more substantial lift in sales productivity than monetary incentives — and roughly equal results to the combined treatment. Over the 24 weeks that sales data was tracked, the firm being studied realized a 7-figure increase in revenue among those who participated in the guided meetings. The implementation cost was less than $15,000.
Authors: Christopher Stanton, Jason Sandvik, Nathan Seegert, Richard Saouma
Source: Harvard Business Review
Subjects: Best Practices, Organizational Behavior