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Virtually Disconnected

A professional at a laptop on a video call, surrounded by empty conference chairs — representing the virtual connection gap in today's organizations
Rob Vujaklija
Rob Vujaklija
Director of Sales Performance, Braintrust
4 min remaining
Rob Vujaklija
Director of Sales Performance, Braintrust

About

Rob Vujaklija leads Sales Performance at Braintrust. He partners with enterprise sales and enablement teams to roll out NeuroSelling and NeuroCoaching programs in a way that sticks, focusing on the field-level behavior change that separates training-that-works from training-that-decays.

Experience Highlights

  • Enablement program rollout and adoption
  • Field-level behavior change and reinforcement
  • Client success across enterprise revenue teams
  • Turning methodology into rep habits

Areas of Expertise

Client SuccessEnablement RolloutField AdoptionBehavior ReinforcementRep DevelopmentProgram Design

Most of us have adapted, quite impressively, to the virtual environment we find ourselves living and working in today. Remote work, online meetings, virtual all-hands — by almost every operational measure, the business world has figured it out. So why, sitting in my office about a year ago, did I find myself asking: how are we so disconnected?

The Disconnection Puzzle

The lack of in-person meetings and personal engagement clearly plays a role. As human beings, we are hard-wired for personal connection — and not the screen-based kind. But the feeling ran deeper than a general sense of missing people. It felt specific. Organizations were struggling to stay connected in four distinct ways: informationally, strategically, functionally, and fundamentally.

That specificity is worth paying attention to. How is that possible when professionals are on virtual calls from 8 a.m. until 5 p.m., connected all day long? The answer, when I finally landed on it, was straightforward: we are living in a bite-size connection environment.

A Bite-Size Connection Environment

Think of how most virtual days are structured. We move from call to call, agenda to agenda, 30 minutes to 30 minutes. In each of those windows, interaction and connection come to a full stop the moment the meeting ends — with almost no filler time or discussion on either side. The value of every meeting is compressed into its scheduled runtime, and then it disappears.

0 min
The average amount of informal connection time between back-to-back virtual meetings. In live settings, that same gap is often where the most important conversations happen.

This is a meaningful problem. The spontaneous, organic time that surrounds nearly every live meeting — the moments before it starts, the conversation that runs over the scheduled end, the coffee break in the middle of a full-day session — is where a significant share of real organizational connection lives. Virtual meetings, by design, eliminate it entirely.

What the Virtual Environment Eliminates

The list of lost moments adds up quickly. Consider what no longer exists in a fully virtual environment:

  • The quick catch-up between two or more colleagues that happens naturally before a meeting starts
  • The sidebar conversations during a scheduled break in a multi-hour session
  • The lunch-hour connection during a full-day meeting
  • The post-meeting discussion that extends naturally beyond the official end time
  • The downtime before a team dinner or evening function
  • Parallel conversations happening simultaneously in the same room

All of these moments share a common thread: in the virtual environment, the meeting starts and stops precisely on the calendar — and with it, so does any possibility of additional connection. There is no sidebar with Julie while Steve is having a sidebar with Mike. That kind of parallel, spontaneous human interaction simply does not translate to a virtual call, and unfortunately, that is precisely where much of the true relational and organizational connection has always lived.

What Overnight Meetings Actually Build

The effect is even more pronounced when it comes to multi-day meetings. Consider the value created during a team dinner, or the late-night conversation at the hotel with a group of colleagues. In 20 years of attending overnight business meetings, I would almost always return home exhausted — not from the early starts, but from great late-night conversations. My brain would be in growth and strategy mode from morning to night, for two or three days straight.

Those conversations ranged widely: life, family, business, growth strategy, where we were getting better and where we were falling short. That kind of depth does not happen in a 30-minute call with an agenda. It requires time, proximity, and the absence of a scheduled end. Virtual cannot replicate it.

A Caution on the Convenience of Virtual

None of this is an argument against virtual meetings. They serve a real purpose, especially for routine coordination, quick updates, and teams that span geographies. The business world has adapted well, and that adaptation should be respected.

The caution is this: do not become so accustomed to the convenience of virtual that you stop noticing what it costs. Virtual is efficient. Live is connective. Those are different things, and organizations that treat them as equivalent will feel the gap — informationally, strategically, functionally, and fundamentally — even if they cannot immediately name it.

Get Back Together in 2023

The case for rebuilding a live meeting cadence is straightforward. Nothing replaces getting together in person and connecting. The investment in travel, logistics, and time away from the desk pays back in the relationships, alignment, and strategic clarity that only face-to-face interaction generates.

If your organization is ready to bring live meetings back on the calendar, and you are looking for a keynote speaker to anchor those events, consider Braintrust founder and CEO Jeff Bloomfield or President Dr. Dan Docherty. Both are world-renowned speakers who deliver highly engaging, interactive presentations focused on the science behind world-class communication — customizable around your specific goals in sales growth, coaching for performance, or both. Learn more at jeffbloomfield.com or dandocherty.com.

Have a conversation worth having this year. Start with us if we can help make it more effective.

About the Author: Rob Vujaklija is the Director of Sales Performance at Braintrust. He works with enterprise sales and enablement leaders across financial services, insurance, life sciences, software, manufacturing, and private equity to turn NeuroSelling and NeuroCoaching methodology into field-level behavior change that holds. Connect with Rob at rob.vujaklija@braintrustgrowth.com or reach him directly on LinkedIn.

Serving sales teams at enterprise organizations

Braintrust is a communication skills-based growth consulting firm offering programs rooted in neuroscience and behavioral psychology — designed to develop the consistent communication habits proven to drive higher sales performance and leadership effectiveness.

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