Even before the COVID-19 pandemic, many companies partially practiced remote selling by using advanced digital technology as it helped to reduce costs. But still, 52.8% of sales professionals engaged in face-to-face sales in the US. However, the onset of the Covid19 pandemic has compelled almost all companies to switch over to remote selling on a much larger scale because it is the only way to prop up sales despite the restrictions in physical interactions to combat the pandemic. In spite of the pandemic-induced behavioral changes of consumers, companies are desperate to keep up the level of sales and even increase it by allowing the sales teams to work from home remotely. Remote selling is now the order of the day and the only way for companies to move ahead by overcoming the obstacles of the pandemic.
The shift to remote sales happened so suddenly due to the strong steps taken to stop spread of the coronavirus. It overwhelmed those who had to embrace the change overnight. The drastic changes in the methods of interactions with colleagues, peers, and customers by using the virtual media posed a huge challenge to most sales personnel and especially sales managers who so far operated at the office or in the field. In the absence of the opportunities of having face-to-face meetings with sales teams, sales managers had to adopt new strategies to maintain strong lines of communication between the sales teams to prevent working in micro-silos that can have a negative impact on teamwork.
It is not an easy task to apply the basic principles of sales management when the sales team works remotely. It requires special communication and management skills to interact with the teams remotely by familiarizing them with the technological tools and using appropriate communication techniques to maintain teamwork, including working with cross-functional teams.
Salespeople have the training to achieve the set target of Remote Sales every quarter; which helps them adhere to a standard for accomplishing the tasks within the deadlines. When the sales team works remotely, sales managers must give more emphasis to setting the targets clearly but slightly higher that encourages the team members to stretch as much as they can to fulfill the goal. Since studies reveal that setting clear priorities generate a sense of higher engagement among workers, they strive to give their best to improve work performance.
Setting clear expectations for the sales team creates the benchmarks like sales objectives; specific online procedures about working on leads, and effective time management tips that help set a standard that to follow.
Cloud-based data storage systems enable wider access to company data to workers irrespective of their location by using any kind of devices like PCs and smartphones. They can share data with others and create a more collaborative working environment. Sharing ideas and data between the team members eliminates the tendency to work in micro-silos as it inspires collaboration and boosts team effort. It improves employee performance as they get whatever data they need at the right time; while keeping the team members updated with information that helps in improving team performance. Companies that follow the BYOD (bring your own device) policy that entails the use of personal devices for company work; sales managers, should provide the right tools, documents, and resources; so that there is no hindrance to data accessibility and sharing.
Building strong teams that share a high degree of camaraderie encourages teamwork and eliminates the chances of individual goals getting more focus over the team goals. Communicating with the team members regularly by holding team meetings provides the opportunity for better interaction between the team members who can stay on board and learn from one another. Such meetings are excellent platforms for exchanging ideas about innovations like some new selling techniques that someone might have developed to deal with reluctant buyers. Use the meetings for social interactions among the members who can talk about things other than work that can substitute. The regular chats that took place at the cafeteria or around the water cooler in the office. Encouraging the team members to connect beyond the day-to-day business agendas brings them closer to one another.
Sales managers might find it hard to keep track of the sales representatives who work remotely from various locations. The problem is much larger when managing a bigger team. To create a collaborative working environment despite working remotely, communication holds the key. As remote interactions prevent interpreting messages by gauging people’s body language; the problem becomes more complex due to lack of emotional reaction and the delay in responses. It can result in improper conclusions, frustration, and anxiety.
Asynchronous communication revolves around sending messages without expecting an immediate response can remove the barriers to communication. They allow people to have better control over their time, and that enhances productivity. When people consciously accept the delay in response to messages, they can go along well with other.
Many team members use a Zoom account to simplify the functions through Spool. You can even use your Zoom account for using the Spool application for ease and convenience. In case if you do not have a business account on Zoom, you can still use Spool by uploading transcripts. Collaboration and automation come along with Spool making life easy for business representatives. You can try Spool for free to understand the myriad benefits provided by the application.
Many team members use a Spool account to simplify daily functions. You can even use your Zoom account for using the latest Spool application. In case if you do not have a business account on Zoom, you can still use Spool by uploading transcripts. Collaboration and automation come along with Spool making life easy for business representatives. You can try Spool for free to understand the myriad benefits provided by the application.
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