Remote sales work, in times of forced pandemics such as Covid-19, became a necessity for those companies that could do it. However, for the management and the commercial routine not to be a burden, some actions are necessary.
It is not uncommon at these times, speaking of sales management, for a leader to feel that she is sometimes losing control of what happens to her teams.
The crisis will pass, make that clear. And when that happens, you’re going to want to be in a good position to get your business back in full swing as it was before, right?
In the middle of the road, however, it is necessary to have focus, discipline and a lot of management while working remotely in sales.
It is up to managers, at this time, to take care of everything that surrounds them: the company, customers and, obviously, employees.
The mission is not easy, but it is very necessary.
The purpose of this article is to share with you some actions to make the management and routine of remote sales work easier.
Let’s check it out?
What is remote sales work? And how it works?
Remote work can be known by two other expressions: telecommuting or home office.
The meaning is the same: working from home.
Something previously restricted to a few professionals and segment, due to the new coronavirus, ended up becoming a necessity.
And it is only truly possible thanks to the so-called digital transformation that the companies’ sales sector has undergone.
Those businesses that really manage to be productive, make an assertive and constant sales management, have technology present in their daily lives.
It is through it that managers are able to play their role and, above all, the sales team does not change their routine at all.
That’s because, from home, and with a cloud-based sales system, any member of the team can, from anywhere in the world, access the software they work on.
And in it, have all the information, resources, data and functionality to keep the focus on the customer.
Remote sales work is possible and efficient for companies that operate in this way.
Which, with decentralized spreadsheets, emails, records and information, makes sales management a Herculean task.
Even why, let’s agree: if this way, in the company, it would be difficult, can you imagine each one at home?
6 Actions to Make Remote Sales Work Easier
More than controlling the sales routine, it is necessary to be concerned with the people who make it happen in the company.
Customers are important and always will be, but your team needs to be able (physical, psychological and technological) to work.
The so-called VUCA world affects our society – and everyone responds in a different way.
We are individuals and we have different reactions to the same things we are exposed to.
Employees and customers need special attention at this time. This is no time to leave any tasks for later.
Therefore, a good sales manager (but this applies to any area, in fact) needs to be aware of all these details.
Below, we have separated 6 actions for you to make your remote sales work routine more assertive and even “light”.
1 – Stay in constant contact with your team
How can you, as a sales leader, keep your team together, productive and engaged while working remotely in sales?
Avoiding scattering and losing focus are undoubtedly two of the main missions here.
For this, use communication tools such as Hangout, Zoom, Slack or even What Sapp.
But not just to talk about mandatory day-to-day activities.
Use these channels to reinforce the company’s values and culture, to keep professional motivation high and, of course, listen to existing demands.
You can make team and individual video calls with each member of your sales force – also include the marketing team if you feel necessary.
So don’t just talk about work. “Throwing small talk”. Set aside 30 minutes at the end of the day for this.
It doesn’t have to be daily. Twice a week is fine. Encourage people to talk about their routines. Show your pets on webcam, anyway.
Encourage this constant exchange. Keep the synergy intact. This will be reflected in the quality of work and, consequently, in the delivery to the end customer.
2 – Organize your business
When things change, when normalcy is no longer “normal”, maybe it’s time to get back to basics.
After all, your customers are also going through a time of adaptations just like you.
The churn, at these times, comes in a much larger volume.
Therefore, it is also necessary to look internally to serve and better understand the reality of your customers.
Ask yourself about:
- What can we do to better understand our customers’ pain and help them immediately?
- Are there changes we can make to our sales process to make it more efficient and useful?
- Are there activities within the routine that are demanding a lot of time and resources and do not bring satisfactory results?
- What steps can you take to preserve your current customers, yourself and your team?
- What are the main customer acquisition channels you have and how can you focus more on them at this time?
Look: it’s time to look at your process as a whole and see how you can do more with what you have at your disposal.
3 – Support your own customers
You need to understand how you can do more for your customers right now and prevent them, for example, from canceling with you.
Is it possible to offer discounts? Monthly fee waiver for a while? Empathy is key. With all.
Then trigger your customer success team. Get them to talk to their customers.
Even though financially there is no discomfort, psychologically there can be damage.
And your company needs to be a reference not only in the sale of a product or service, but also in structural support for consumers.
Talk to your customers, talk about business, yes, but show yourself available, that you are there to help them overcome all kinds of challenges.
If your company is managing to handle remote sales work and this new reality, your customer may not be.
So share the best practices you are doing. Help them to restructure and face their daily lives better.
Take advantage and be flexible in customer service hours, in sales demonstrations, in basically every moment of contact with them.
4 – React positively
Positive attitudes, especially when problems arise, can lift the spirits of those around you in this time of forced remote labor.
Likewise, if you contribute negatively with actions or speeches, it will make the current situation even heavier.
Managers are always responsible for setting an example through their actions. Talking is easy. But being a leader by example is what really captivates people around.
The word “resilience” fits right now. It’s the way you respond and stand up to what happens.
The mission is clear: to be positive at every possible moment and encourage these reactions in everyone around: employees and customers.
Instruct your team to do this when talking to your customers too. It’s important to try to impact as many people as possible.
5 – Relate to your prospects
Remember all the leads you were working on before reality changed? Don’t leave them standing in your sales funnel.
Okay, we’re all experiencing a major disruption to our business, but that doesn’t mean that sales activity should stop.
What this means is that you will need to spend more time figuring out which prospect is still fit with your business today.
Also, which ones will need to go back to the nutrition stage with marketing and only then move to the pre-sales funnel and so on?
So, as much as you’ve done a thorough sales plan for the year, set bold goals and objectives, it’s time to set them aside for a bit.
It is not possible to put pressure on anyone – neither the team nor the clients – to close sales at all costs and guarantee the projected numbers.
Someday the crisis from the Covid-19 pandemic will pass.
And when you’re done, you’ll be grateful that you’ve kept in touch with your prospects right now, especially those who can’t buy right now.
Enjoy your CRM features right now. Freeze those opportunities but keep on engaging with the customer.
Sending your weekly newsletter, with good content, is already a simple and very efficient action.
6 – Support your partners (and build something with them!)
As important as supporting your customers and employees, is joining your strategic partners.
And if you can do this by offering a differentiated solution for your market, even better.
CRM Pipe Run did this and, together with other companies, launched the SALES MANAGEMENT PACKAGE.
The result of the project is to provide joint clients with a complete model for marketing and sales management.
A model that is even more effective and productive for inside sales (supporting remote sales work) and also supporting external sales.
So if you have strategic business partners, think about it: how can we deliver even more value to our customers?
This is the way to generate even more value for those who trust you.
So, how can we help you?
Take the opportunity and read two articles that will help you to produce more and better on a daily basis.
The first talks about how to have excellence in serving your customers on a daily basis.
The second one brings some important sales methodologies to be applied.