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Written by: Kevin Gardner
In the past, most operations thought successful sales occurred in person, dismissing the idea of remote interaction. After all, can you convince someone to invest in a product or service without demonstrating to talking in the same room? Before 2020, most businesses thought little about anything other than face-to-face options.
Events from the past two years have demonstrated that sales can happen from a home office via technology, and employees are eager to continue their jobs within that atmosphere. As a manager, though, this option demands certain factors and training to ensure that your sales team has everything they need to find success. To bolster productivity and support your sales group properly, implement the following strategies.
1. Use Technology Efficiently
The term face-to-face takes on a new meaning when people work in remote sales. If companies invest in the right technology, the sales staff could still interact with clients one-on-one, just over the computer rather than in the client's office. Speaking and seeing the customer remains integral, so provide your employees with the appropriate software tools to do so.
Have video conferencing software available and cloud storage to allow for convenient discussion and easy document sharing. For example, during a meeting, your worker may want to present information, show a video of a demonstration and share factual data and documents. These processes should run smoothly without a lot of hiccups or dropped calls.
2. Build Personal Connections Among Staff Members
When people like one another and enjoy their work time, they may do more. This productivity is something you want to inspire. However, the office does not exist in a physical building, so you need to help your employees view the company as one cohesive group. You also want to deliver a positive virtual work environment.
How can you make these two things happen when you aren't sitting in cubicles next to each other? After all, there is no coffee pot to hit up or lunchroom for detox time together. Instead, you have to create these opportunities to learn about each other—schedule timeframes each week for people to have their chit-chat and discussions. Encourage them to walk about their lives and share their information about projects.
In addition, focus on an upbeat, inspirational management team. Your leaders should work to build up and support.
3. Organize Schedules To Maximize Collaboration
One benefit of remote work is that people can live anywhere. You can recruit some of the best of the best without worrying about location. Yet this may prove hard when you want to collaborate on assignments or build connections. Therefore, when you put people on teams, avoid spreading staff too much. Try and organize their teams by region, sticking to similar time zones. Doing so avoids distance and lack of communication.
4. Provide Regular Feedback
Managers should remain abreast of worker projects, checking in periodically to get a feel for how sales are doing. Don't hesitate to review an employee's methods and products. Discuss what is going well, and also supply tips for how to bolster weaknesses.
Is someone struggling? Then pair up this person with another sales member. This virtual partnership should help demonstrate how to improve work habits or increase client interactions. In addition, you might find that friendships or better connections are created among these peers.
Remote work is part of the new norm, even for the sales crew. Don't shy away from it. Instead, embrace it, and support it by delivering the tools and advice your team needs to find success. It's essential to have the proper technical equipment and software and a positive environment.
Related: Number One Mistake Salespeople Make: Strategy Instead of Tactics