Since the location a person is working from is not restrictive as it previously was, employees have the benefit of flexibility and being able to choose where they can work from. Of course, managing a remote team is not without its own set of challenges, especially when it’s a sales team. Therefore a regular sequence of meetings with members from other teams is essential for remote salespeople where they can periodically update their understanding of the product. Following these points will help you set a good process in place for your remote sales team to be successful.
Your team starts to feel isolated, deprived of all the random hallway ‘Hi’s and watercooler moments that lay the groundwork for healthy camaraderie. As a sales leader, you need Managing a Remote Team to be explicit about what the remote worker must bring forward. The parameters and details of each task must be clear enough that everybody knows what needs to happen.
Organize peer learning online meetings between your experienced and upcoming salespeople, where your newer recruits can pick the brains of their senior counterparts. The remote workforce is mainly stuck with passive learning tools such as videos, courses, lectures and presentations on sales activities and principles. You can share important sales updates that impact the whole team including client feedback that will help others either learn from a mistake or try to replicate a success. As a sales leader, you should be guiding the conversation for your team. That’s why it’s essential to compile and share updates with them in a monthly recap. It allows you and your team to communicate more openly, run team pipeline meetings more smoothly, promote best practice sharing, and adapt to changes more quickly.
Alternatively, Gong can automatically create a complete view of your team’s sales calls. Because it connects to your team’s email, it has access to invitations, Gong gives you a real-time picture of calls scheduled for each rep on your team. If you’re going to get this whole remote thing right, step one is making sure everyone on the team has visibility on what’s happening in deals. Throughout this article, I’ve mentioned a lot of handy tools you can use to maximize your collaboration in a remote setting.
Providing Them With The Right Tools
By staying in close communication with your squad, you can more effectively manage your remote sales and help your workers achieve their goals. Post the status of your tasks, and keep your sales managers informed of your progress. Keeping decision makers informed of their teams’ progress can help them guide their team with valuable insights at crucial deal stages.
Gather everyone into your virtual conference using your existing meeting tool (eg. Zoom or Skype). Another key to upping your team’s happiness as remote members is to ensure that the rituals you follow at the workplace are transferred to your remote work as well. Remote employees often report feeling depressed due to their disconnect from the rest of the company. Call out those employees who show a very high learning orientation and come forward on their own to improve their skill set.
Now, imagine switching to remote sales and staying in the same place. Suddenly you’re able to double the amount of one hour meetings you can have in a day. According to Salesloft, for every outside/field sales rep being hired, there are ten inside/remote sales reps being brought on right now. If you have ever taken a recruit or junior sales member to a sales meeting with you for training purposes, this is something you can do with your sales rep in a virtual client meeting. It’s quite easy to pull off merely having them join you in a call or by listening to the recording of the completed meetings.
Achieve trust through building team spirit via constant communication and restoring the human touch. The following points are actionable steps to ensure the productivity of your remote sales team. Open up communication in your chat channels for reps to be open about their challenges.
The Best Online Trivia Games To Play With Your Remote Team
Get on a video call directly from the chat window and share your screen. As a cloud collaboration platform, Zoho CRM has long been a pioneer of software as a service, even when on-premise software was the norm. Our philosophy is to make enterprise-grade software painless to use, no matter where you are. You don’t need to worry about upgrades, infrastructure costs, implementation costs, or compatibility with platforms.
We are perfect for ice breaking, striking up interesting conversations, and having a fun time together. The addition of healthy and balanced conflicts may be just the shot of adrenaline your remote team needs to boost morale and productivity in sales. Naturally, as a sales manager, you’d be very concerned about the mental health of your employees, but also its repercussions on their sales performance. Clear daily, weekly and monthly goals are the cornerstone of the motivation of your sales team to perform. But what you can do as a manager is to promote self-learning and inspire your remote team through encouraging a culture of learning and growth.
Share what you’ve done the day before and what you’re going to do today. Many of our customers organize weekly or biweekly sales pipeline review meetings with their sales team. Alternatively, some video calling software tools like Vectera allow you to create a room per prospect. You can share documents there and use it as your personalized meeting room with them.
Use the information we have provided you with to keep your remote sales team engaged and motivated. For instance, one of your sales reps could explain some new techniques they have started using to attract more buyers. Another member of your team could share stories about how they managed to close an especially difficult deal. Furthermore, scheduling meetings with your remote team grants you the opportunity to handle some of the more critical issues and get together to devise some new sales strategies. This offers an opportunity for everyone to participate and shine in front of their peers. As the leader of a remote sales team, you need to make sure everyone on your team is communicating with each other daily.
Remote Sales Advice From The Experts
These tools are easy to set up and require little to no effort on your end. You can also make use of a workflow software that empowers your team to work more efficiently while minimizing error. Suddenly you’re able to double the amount of one hour meetings you can have in a day since you do not get the same disturbance and no need to travel to customers. Create opportunities for your team members to interact with each other regularly.
- Open up communication in your chat channels for reps to be open about their challenges.
- Or find out how Gong can help your remote team gain full visibility of your pipeline and win more deals.
- Successful remote sales teams will need three types of content assets.
- Couple that with the inability to control your sales team’s workflow and activities, and it compounds the challenges.
Whether weekly or bi-monthly, use video conferencing for sales meetings to discuss ongoing company operations and tackle team challenges and improvements. Also, consider holding open forum meetings to allow team members the ability to speak their minds and feel heard, something that is often lost with remote teams. Now that we’ve reviewed what a sales team cadence is and why it matters, here are the six tips you can take to create a cadence that enhances your ability to manage your remote sales team. Leaders that make the extra effort in these areas will see a remote sales team that boosts productivity and closes more deals. Another argument would be that sales people need social interaction and in person coaching to be able to perform. But the digital tools available can help us to continue to share digital high fives, listen in to sales pitches through recorded meetings and coach each other by joining digital meetings.
We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. To learn all about this, check out this guide I wrote on sales quotas. When someone books a first meeting with you, you can automatically create them in your CRM. For example, we created this Zapier template that easily connects YouCanBook.me with Salesflare.
Managing A Remote Sales Team? Here’s How To Keep Them Engaged
You can control the message and the way you present yourself to the world. This gives you a huge advantage in building a strong, recognizable brand. Start your workday with a clear overview of your scheduled tasks, events, and calls. Set reminders for your activities, log calls, and capture the details of your conversations for further follow-ups.
It’s how you communicate expectations, monitor progress, discuss issues, provide coaching, and share best practices. Companies will have to react to many different changes throughout their lifecycle. Whether these are small adjustments to market conditions, industry trends or as we have seen of late; switching to a remote company overnight. Regardless of what the change is, what’s important is how you react. And with advances in technology, video conferencing is more affordable and easier to use than ever before.
Worse- while their workday extends, since they no longer have time limitations posing an intrinsic motivation to be efficient, their work hours extend but their productivity may actually dip. One might think that with everyone working remotely, cases of employees slacking off might occur, but usually, the opposite is true. As a salesperson, it is important to stay abreast of product features, updates, and modifications in order to tailor https://globalcloudteam.com/ your sales strategy and messaging accordingly. Plan virtual weekly/ monthly sit-downs with your team, and discuss 1 Knowledge Point per session which can directly or indirectly help them sell better. Have periodic reviews focusing on overall sales metrics using communication tools like Zoom, Hangouts, or Skype. When working remotely having a good process in place is really important because the team is scattered and out of sight.
Send A Weekly Training Email
Today, we’ll give you some tips on how to make the transition to online selling in the most comfortable and smooth way, as we do in the Whoosh team. Managing a remote sales team is not easy, but with the right communication strategy and cadence, you can create an environment that fosters a highly effective one. Successful remote sales teams will need three types of content assets. Video conferencing software, namely Zoom or Google Meet offers exceptional audio and video quality that reduce hiccups in communication for remote employees, prospects, and other stakeholders.
What Is A Sales Team Communication Cadence?
By the end of this blog, you’ll be acquainted with the 5 must-have ingredients of managing remote sales that will ensure that you not just survive but thrive as a distributed team. Looking for more opportunities to improve your sales management skills? Grab a copy of your manager’s guide and start solving common issues with your sales team. As a sales manager, a good portion of your time should be dedicated to helping your reps grow and develop. That means you need to make an effort to provide training and coaching to your team. In light of the recent global events, you may have found yourself in a position where you are now managing a remote sales team.
It automatically records and transcribes your calls, as well as surfaces important insights and sentiment analysis from your calls. On top of that, Fireflies integrates natively with Salesflare — your meeting transcripts will automatically get sent to your Salesflare account right after your meetings. It enables you to read your prospects’ “digital body language”. Experiment with tools like Bonjoro to replace some of your messages with video messages. And I became less disconnected from the rest of our team, as before it was harder to stay in touch when I was spending my time driving and in meetings.
Its Harder To Stay Motivated If You Have Less Personal Contact
This section will cover all the best practices that will make you one member of the Elite Remote Sales Team. Zoho CRM’s mobile app makes it easy to access data from anywhere, at any time. Add and modify customer information in real time, even when you’re offline. Changes made offline will automatically sync across devices once you’re connected to a network. Stop wasting time dialing phone numbers—make calls straight from Zoho CRM. While you’re browsing your leads or contacts, just click the call icon to start a call.
Collaboration—for successful sales in the remote worldRead more.. Every application we use is cloud-based including the Zoho suite, so working remotely wasn’t a stretch for us. Create channels in Cliq to brainstorm, discuss sales strategies, and share information from Zoho CRM.
Put your thoughts down and send it as a weekly training email to your team. As your entire team works remotely, you may feel like you don’t have the same level of transparency or communication as you did when everyone was in the office. Before we jump into the six steps you can take to build the right communication cadence, let’s talk about what sales team communication cadences are and why they matter.
Your colleague can no longer stop by your office to get your opinion or grab a quick word with you over coffee. It’s easy for your team members to miss out on important details due to reduced accessibility. If half of your sales people work in-office and the other half work part- or full-time remotely, this is a hybrid team. A fully remote team typically employs reps from different states and there is no physical office. When it comes to establishing expectations, encourage your remote sales employees to meet higher performance standards. Trust and Collaboration- Stay cognizant of the need for remote salespeople’s need to build trust in order to function as a unit.