Remote sales is booming—and with good reason. It’s a firehose of opportunity that provides businesses with instant access to customers, prospects, and partners throughout the world. Companies that sell online are comparatively cheaper to run. Besides, they are usually more responsive, easier to onboard, and work shorter than the standard sales cycle.
Leading a remote sales training is a whole different story, and you ought to come up with an awesome script to make a blockbuster movie out of it.
So, how do you manage to do that?
First, you need to figure out why you even need to coach your remote sales team. For starters, coaching helps keep your team motivated and on track. In today’s fast-moving, competitive marketplace, your top performers will benefit most from it.
But many times, managers are unsure how to coach their remote teams and jump right in.
“The best coaches don’t force strategies or make up for lack of knowledge about what needs to be done for individual success. They use simple yet powerful tools that anyone can replicate.”
Decoding Remote Sales Training: 5 Tips That Works Every Time
Here are a few methods leaders are using right now to help their remote sales teams succeed.
1. Communicate is key
You shouldn’t let the lack of a central office get in the way of your team. The reality is any team member can work from wherever they choose, so you should adapt to that kind of work environment.
That’s why it’s extremely important that you clearly communicate your expectations to your remote team. Make sure they understand what results they are to achieve and the actions they must perform in order to do so.
2. Key a track of performance
It’s time to put an end to all the remote worker horror stories. Stop focusing on results, and start focusing on individual performance.
So, as a remote sales training manager, it’s important to stay connected with both the outcomes and underlying behaviors. You should keep an eye on the team’s progress. If a member of your team starts to display a lot of improvement, encourage them more to foster that growth.
Asking the following questions can help:
- What was the most interesting call you had this week?
- Is there any deal that you need assistance with?
- What’s the one thing that’s holding you back?
- What do you want to focus on right now?
“However, there is a thin line between encouraging and coming across as a micromanager. Avoid the latter.”
3. Conduct virtual ride-along
If you are working in the same company premises or within the same geographic area, it’s pretty easy to do ride-along with your reps. But if your office is spread out across a wide distance, you’ll need to find another way to get together with your team.
Some virtual ride-along that do wonders:
- Live sales call with or without the knowledge of your sales team.
- Joint calls with your sales team for real-time feedback.
- Recording calls and listening to them later so that you can provide feedback in your own time.
4. One-on-one training with your sales rep
Having a systematic approach to review the pipeline and offer solutions to management is the key. You can use Salesforce to organize your team’s pipeline and have individual conversations with each salesperson.
You can ask the following questions while conducting remote sales training:
- What is the client’s business requirement?
- What is the USP we provide to that customer?
- Can they really explain the value proposition and how it relates to those requirements?
- Who are the decision-makers and key influencers?
- Have they mapped the company?
- What distinguishes us from the competition?
- What are our winning strategies?
5. Develop a virtual learning system within the team
Running a remote sales team isn’t easy. So it’s essential to create opportunities for your reps to learn from each other.
If you have suddenly gone remote due to the existing situations, tasks like hosting a video sales call or giving a product demo using Aira may sound completely new.
You could, for example, have a person with more remote sales expertise give a full product demo for the team via Aira to demonstrate what a successful virtual demo should look like. Later, you can have the meeting minutes emailed to each participant automatically.
Leveraging the Different Types of Remote Sales Training
Deciding which sales strategy is right for you can be challenging. Whether you’re just getting started with remote sales training or have been successful so far, here are a few categories that you can experiment with.
- Foundational Coaching: Your sales team are human beings, and they forget stuff like everyone else. Some may even forget the basic facts and information about your organization. As part of your remote sales training, invest some time teaching the foundational basics—for example, listening skills, differentiators, objection handling, etc.
- Situational Coaching: Teach your team how to react when a prospect asks difficult questions or when they show the least interest in your product. These are some examples of situational coaching. Try role-playing—it’s not as unlikable as you imagine!
- Just-in-Time Coaching: The real beauty of remote sales training is that it enables your team to always have access to a coach no matter where they are or when they need it.
Choosing the Right Tools and Technologies for Remote Coaching
Finding the right coaching online tool for your business isn’t an easy task. There are a lot of options available, each with its own set of strengths and weaknesses.
These tools range from low-cost (i.e., smartphones) to incredibly powerful Enterprise ones with artificial intelligence capabilities.
In spite of our advances in technology, the phone clearly remains a valuable tool for remote sales training.
The team can use one-on-one coaching whenever they need it. That way, they’ll be sure to address any issues they have in real-time and will outshine your competition.
Imagine you and your sales rep are on a call with a prospective client. As you evaluate the call, you may find areas of improvement on the rep’s end. If you were in the same room, you could have easily taken hold of the situation without even the client knowing about it.
These tools help your leaders run better, more effective, and more engaging group sales sessions. These video sales coaching sessions are as close as you can get to have a one-on-one, face-to-face meeting with your sales coach when you can’t be there in person.
You can also leverage the benefit of virtual AI meeting assistants like Aira. The tool joins your meetings, records, transcribes and generates meeting notes. That means your sales trainees will receive notes immediately after every meeting.
The Best Teams in the World are Investing in Remote Sales Training
When it comes to working with remote teams, there are some things that stay the same and some things that change. Having the right tools will help managers create great remote sales training environments and achieve business goals.
After reading this guide, sales managers will know what to look for in a sales product for both the team and the manager to use.