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How To Efficiently Handle A Remote Sales Team When WFH

remote sales team

Remote working is the new norm, thanks to the global pandemic. Many businesses – especially those with no previous online presence – have found themselves grappling with this new reality. So we have a remote sales team whose main mode of selling was via face-to-face interaction.

Remote selling provides a unique opportunity to enhance the selling process while improving productivityBut how do you do ensure that your sales team is pulling their weight when working from home?

When managing a remote sales team, setting up operational efficiency can be a significant challenge. Therefore, you need an effective communication tool like Aira to collaborate more effectively with them. Read on to learn how you can lead your remote sales team from the comfort of your home.

The Pros and Cons of Remote Selling

Remote selling is also known as virtual selling. It refers to a buying cycle in which most sales conversations occur between buyers and sellers in various geographical locations. With a large part of the interactions being remote, remote selling entails virtual selling techniques.

A major benefit of working from home for you – and your team too -is increased flexibility. You can even choose where to work from and when to work.

With a remote sales team:

Pros:

  • It is cost-effective. Remote selling helps cut down on costs such as office rent, office supplies, mileage, and drastically reduces the time used on the work commute.
  • It enhances productivity. The use of digital communication tools and cloud-based software help make remote selling easier, thus boosts productivity. With no need to travel and meet clients, your sales team has more time to improve on sales pitches and selling strategies. This enables them to capture better leads, nurture prospects, and make more sales.
  • It widens the selling scope. By using the internet, your remote sales team can now reach out to a global audience. Results? More deals closed.
  • It makes the sales process more effective. With the right tools, you can grow your sales and scale your business. Remote selling provides you with a unique opportunity to use technology to organize internal and external communication, automate repetitive tasks, and manage your pipeline. 
  • It helps motivate your sales team. Remote selling empowers your sales reps and helps boost their morale. This is because they have the autonomy to run their activities, access to comprehensive resources, and the freedom to make independent judgments.
  • It helps reduce stress: The flexibility to set their schedule or choose their preferred workenvironment – within certain guidelines – also helps sales teams reduce work-related stress. Additionally, it fosters a positive attitude and helps them produce remarkable results.

Cons:

Remote selling has its downsides, such as:

  • Reduced work/life balance
  • It’s more challenging to train new sales reps
  • Increased distractions from kids and house chores
  • An increased sense of isolation due to reduced camaraderie with colleagues

Managing a Remote Sales Team Efficiently

remote sales team

Let’s now look at how, as a sales manager, you can efficiently and effectively handle your remote sales team from afar and meet your business goals.

1. Establish Clear Expectations – and Communicate Them

Set expectations that encourage your sales team to strive for higher performance. Clear sales targets set performance standards and outline specific tasks, enabling your team to feel engaged and motivates them to do their best.

They also make your team accountable, allowing you to provide relevant support and motivation. Come up with guidelines that spell out the sales objectives, systems and procedures, and effective time management tips. Such could entail:

  • How to look for leads
  • How to deal with objections
  • How and when to follow-up on prospects
  • How to close deals and onboard new customers


2. Build Trust

Building trusting relationships is a bit of a challenge with remote teams due to the lack of physical interactions. To make communication less challenging, you need to:

  • Avoid micro-managing your sales team
  • Schedule regular group calls to enable your team members to catch up, share success stories, address challenges, and brainstorm
  • Respond quickly when your team members have questions or are experiencing difficulties
  • Track your sales team’s activities and progress through a shared dashboard to ensure they complete assigned tasks and close deals


3. Avail Relevant Resources

Leverage shared resources like cloud-based storage systems to allow your team members to log in securely, share, and view data. Such systems make it possible for sales reps to access company data on the go from their mobile devices or at home. They can also update records in real-time from any location.

Make sure to use tools that provide secure access to company documents and resources and encourage the use of chat tools for regular check-ins. 


4. Simplify Sales Processes

Setting up clear and straightforward processes is vital to your remote sales team’s success. It also makes it easier for you to manage the team. Document sales processes to allow the team to work in a structured manner, know how to respond in specific situations, and minimize the need for constant support.

Final Words

While you don’t interact physically with your remote sales team, you can stay connected by keeping all communication channels open. Follow the above tips to support your remote team, keep them engaged, and you’ll reap the benefits of outstanding performance.

How To Surpass The 80/20 Sales Rule For More Sales Profit

80/20 sales rule

80/20 sales rule is one of the most rewarding principles of life, business, and time management. The Pareto Principle rule suggests that 80 percent of your results come from 20 percent of your activities. The valuable principle is a challenge to goal setting, highlighting the need to reconsider priorities for success.

The 80/ 20 sales rule means that most of your sales, come from twenty percent of your customers, products, sales strategies, and salespeople. This leaves a massive room for improvement in lead generation, customer management, and sales team communication.

You can improve business profitability by leveraging the 80/20 rule to improve problem solving. By leveraging technology such as artificial intelligence-powered tools like Aira, your sales team can, for instance, hold highly productive meetings, increasing problem solving and idea generation.

Through robust customer management platforms, they can zero in on the most viable sales leads. This process minimizes time wasted on customers least likely to make a purchase and cuts down on expenses. Below are the ways that you can surpass the 80/20 sales rule for more profit in sales.


1. Improve problem solving and idea generation

The sales meeting is the nerve center of all sales operations. Unfortunately, like most meetings, they have become a necessary evil. These forums should be a source of motivation and inspiration for the sales team. They have instead become part of the eighty percent of efforts that bring in little or no reward at all.

Did you know that 71% of meetings are meaningless and are only held because “this is the way we do things”? Over 65% of senior managers say that meetings keep them from realizing their goals. 64% of them say that a meeting often stands in the way of deep thinking.

That said, 62% of senior managers realize that meetings hold massive potential for the sales team. To improve sales, hold a productive meeting that leads to collaboration and sales ideas generation. To achieve this goal, follow the tips below.

  • Ensure that your meeting is a necessity. Avoid redundancy by making sure that you only hold meetings for challenges that require upwards of ten minutes to solve. If you can answer a question, resolve a problem, or access information in a few minutes, hold a one-to-one chat instead with your salesperson. If your meeting is not helpful to the sale steam, then you are wasting precious time on the meaningless effort.
  • Plan and prepare an agenda for your sales meeting. Your sales meeting should focus on sales activities, data, and feedback. As part of your agenda, start the meeting by celebrating your successes. Are there new customers or accounts? Is there progress on your targets or improvement on your bottom line? Celebrate the wins and then get to uncovering obstacles or insights on prospects.
  • Study your data and that of your competition and optimize your sales strategies. Focus on quality leads and nurture them to turn them to loyal paying customers for higher customer lifetime value. Use virtual assistants such as Aira to take meeting notes and transcriptions. After the meeting, Aira will share all action items with the sales team to preserve accuracy, encourage collaboration and accountability.


2. Trim your costs

If the vast majority of your sales strategies and salespeople produce a fraction of your top performers’ efforts, then your business is not self-sustaining. Eventually, you will run out of good money to throw at bad. Your top performers produce eighty percent of your results because they have honed vital sales skills.

They know how to ask reflective questions that uncover pain points from customers. Second, winning salespeople are naturally good at it. Data shows that 55% of salespeople could excel in doing something else besides sales. More revealing research shows that another 25% of sales professionals can become top performers while selling a different product or service.

This means that at least half of your sales team comprises unfulfilled individuals who only got the offer because they excelled in an interview. Interviews provide useful subjective data, but you need objective information to get the right hires.

Have specialized sales assessments that pinpoint sales talent. If you have team members least suited to sales, shuffle them to areas in your business, where their talents can shine. If you do not have open alternative roles, encourage them to re-enter the job market with the newfound interests and talent knowledge so they can succeed in their careers.

These tests can also pinpoint areas that talented salespeople need to work on for success. Sieve your bloated sales team and cut down on the redundant eighty percent to minimize HR, sales, and space costs.


Conclusion

In 1895, the principle’s founder, Vilfredo Pareto, noted that society has a two-way division. On one side are the successful “vital few” and at the bottom of the pyramid are the “trivial many”. In time, Pareto noted that the wealth of his country was in the hands of the elite 20% of the population. Leverage the 80/20 sales rule to reap more from your workforce, budgets, and products using the tips above.

Image credits: Unsplash.com