Since the beginning of the remote culture in 2020, more and more businesses have adapted to a remote work environment. This can be difficult for sales professionals who aren’t used to remote selling because it differs greatly from in-person sales. For instance using a proper LinkedIn automation tool to generate qualified leads, using cloud-based CRM solutions or using sales engagement software for the first time; it takes time for sales-rep to adjust in the initial phase.
But, when done correctly, remote selling can elevate the selling process, increase team productivity, and fill your sales pipeline without requiring you to leave your desk.
Tips for Remote Sales Reps
- Maintain a schedule
I didn’t develop a routine when I first began working remotely. I’d start at different times every day and usually worked late into the night because there was no separation between work and home.
That schedule, however, was not sustainable. In fact, I began to feel exhausted as a result of working too many hours.
Because there are no societal lunch breaks at home, you must develop your own routine and stick to it. For example, get up, get ready, make breakfast, and plan your start and break times ahead of time.
- Have a non-negotiable designated workspace
To reiterate, as a remote worker, the line between work and home is blurred. That is why you should have a specific workspace. Maintaining a designated workspace, whether it’s a separate office or the kitchen table, can help create a boundary between work and home.
If you don’t have a separate space, even putting everything away at night and bringing it out in the morning can help create a separation between work and home.
- Take breaks
Working from home usually means fewer distractions. While this may increase productivity, it may also make it more difficult to take a break. It’s easy to fall into the trap of skipping breaks or working through lunch.
However, this is a quick way to become dissatisfied with your job. That is why you must remember to take breaks and recharge your batteries.
- Be social
One of the concerns about remote work is the sense of isolation. To counteract this, remember to be social throughout the day. While at home, you can still network and chat with colleagues. Human resource and employee engagement teams can make sure to schedule bi-weekly meetings or team gatherings online to ensure there is a bonding between the team.
- Send your schedule to any roommates or house partners
Another challenge of working from home is having roommates, partners, children, or pets in the house.
Furthermore, if they are also working from home, it can be difficult to coordinate.
In that case, communication is critical. Make sure to distribute your schedule to everyone in your home so that you can plan who will be working in which areas. For example, you could work in the office while your roommate works in the living room.
Also, let each other know when your meetings are so your family doesn’t make too much noise when you’re on the phone.
- Reach out fast
When you work remotely, you must still deal with the daily stresses of your job. For example, perhaps you were assigned something outside of your expertise, or perhaps a particular client is causing you stress. When this occurs, do not be afraid to speak up.
Although it can be difficult to reach out for assistance when you need it, you should notify your manager or team as soon as possible. Then you can get the assistance and support you require.
- Dress for success
Although it may be tempting to work in your pajamas, this is not a good idea. Your mood can be greatly influenced by how you dress. Dressing up in semi-professional attire at the work timings would help you separate the work and living space at the home or the place where you work.
- Be managed
Another disadvantage of remote work is that it can be difficult to manage your time and stay organized. As a result, you should use your calendar to schedule a time to complete important tasks.
It’s critical to stay diligent with your tasks in order to consistently advance your deals, whether you’re setting up next-step dates, qualifying questions, or understanding buying expectations.
How to manage a remote sales team
While remote work may be the way of the future, managing a remote sales team is difficult.
The fundamental principles of the sales manager’s job description and process remain, but when issues arise, it is not as simple as getting up from your desk and walking down the hall to get clarification face to face. This is especially true if your reps travel more than they stay, leaving them out of pocket and out of reach for large portions of the day.
Let’s look at four ways to improve your leadership abilities when managing remote positions and teams.
- Establish clear expectations.
Encourage sales employees to meet higher performance levels when setting expectations.
Setting clear expectations for your remote sales force gives them a benchmark to strive for. The benchmark should include sales objectives, specific online procedures for working on leads, and time management tips.
Sales leaders must also be willing to participate in a video call with their remote sales team to discuss expectations and provide each employee with a detailed report on their specific tasks and desired performance goals.
Discuss the ground rules for finding leads, what to do when cold calling prospects, when to perform follow-up work, how to close the deal, and what to do if there are any problems.
- Invest in resources that can be used by everyone.
The majority of businesses operate in the cloud. Storage providers, such as Google or Box, enable your employees to securely log in to a shared cloud and view any data. However, cloud computing has not eliminated the need for remote workers to use a virtual private network (VPN), as they can still be configured for additional access, security, and control.
Cloud-based storage systems allow employees to access company information from their home computer or smartphone, as well as update prospect records from anywhere. Cloud software ensures that every member of your remote sales team has the information they require at the exact time they require it, allowing everyone to receive the most up-to-date information.
If you have a “bring your own device” policy, which means your team uses personal laptops or smartphones, you should carefully consider tools, documents, and other resources to ensure that every sales team member has proper and secure access.
- Create trusting relationships.
When you have a remote sales team, it can be difficult to establish trusting relationships. After all, you don’t see each other every day at work.
Communication is essential for building trust, but it can be difficult for remote teams.
Sales managers should schedule their days so that they overlap with the majority of their team members. If your sales team is spread across multiple time zones and sales territories, try scheduling overlapping hours for a portion of the day. As a result, if any issues or questions arise, team members can reach out during online hours and discuss critical information in real-time.
When you pay attention to the needs of your team, you build trust. Even if it appears to be more difficult to track their progress remotely, it is critical to avoid micromanaging.
That is why it is critical to be able to track your team’s progress via a shared metrics dashboard, preferably via activity-based selling. You can leave your remote team to manage their own time as long as they are completing tasks and closing deals.
- Promote social interaction.
A good manager encourages positive interaction among team members.
Your best salespeople, for example, can fully explain a new remote selling technique they use with reluctant buyers. Someone else may share a success story about closing four deals in one day.
Furthermore, scheduled team meetings allow you to address major challenges and brainstorm new sales strategies. Participating, reflecting on sales performance (both individually and as a team), and brainstorming ways to improve overall sales success benefits everyone.
Remember that meetings should not solely focus on work. The time-honored tradition of chit-chatting around the watercooler is lost on remote sales teams. Use meetings or chat apps to spark conversations about everyday topics, such as the latest viral meme or event. These virtual office gatherings will help to foster workplace camaraderie and combat workplace loneliness.
Wrapping up
As the world is changing rapidly and the sales are evolving with the ever changing technology and its advancements. So, these were some of the effective tips on how you can improve your remote sales process and manage the remote sales representatives.
It’s important to use technology and tools to increase productivity overall.
