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How to Manage Your Remote Sales Team Without Renting an Office

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How to Manage Your Remote Sales Team Without Renting an Office


Since the covid pandemic started, an increasing number of companies have adapted to a remote work environment. This can be difficult for salespeople who aren’t used to remote selling because it differs greatly from in-person selling.

But, when done correctly, remote selling may improve the selling process, increase team productivity, and fill your sales pipeline without requiring you to leave your desk.

In this post, we’ll look at the advantages of hiring remote salespeople as well as some remote sales team management ideas that will help you manage your remote personnel more efficiently.

What Are the Advantages of Selling Remotely?

The term “remote selling” refers to a sales procedure in which buyers and remote sales agents do not interact physically.

It’s similar to the inside sales technique, which entails reaching out to prospects and closing agreements through technologies such as the internet or phone rather than in-person encounters. Some of the benefits of developing a remote sales process include and are not limited to:

  1. Increased work efficiency
  2. Increased morale
  3. Cost reduction
  4. Bigger hiring pool
  5. Maybe health benefits as well?

Methods for Managing a Remote Sales Team in a Changing World

  • Establish Reasonable Expectations.

Setting clear objectives for your remote sales staff gives them a benchmark to strive for. The benchmark should include sales targets, particular online procedures for working on leads, and time management recommendations.

Sales executives must also be willing to participate in a video chat with their remote sales team to discuss objectives and offer each employee a thorough report on their unique duties and desired performance goals.

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Discuss the ground rules for finding leads, what to do when cold calling prospects, when to undertake follow-up work, how to clinch the deal, and what to do if there are any problems.

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  • Make Data-Informed Actions

Whether your sales representatives work from a remote location or not, excellent data should drive every choice you make as their sales manager. Working remotely gives representatives a lot of flexibility and freedom in terms of their schedule and the sales activities that make up their workday.

However, the statistics will ultimately reveal whether or not these schedule and activity choices are beneficial. While you absolutely want to provide your remote staff as much latitude as possible, the statistics about the figures they generate should drive your ultimate judgments about what is and isn’t authorized.

  • Encourage Social Interactions

A good manager encourages pleasant engagement among team members. Holding weekly team meetings facilitates communication and allows your sales team to learn from one another.

Your finest salesmen, for example, can fully describe a novel remote selling strategy they utilize with reticent consumers. Or someone may give a success story of how they closed four sales in one day.

Furthermore, periodic team meetings allow you to address important difficulties and discuss new sales methods. Everyone benefits from taking part in the discussion, reflecting on sales performance, and brainstorming strategies to improve overall sales success.

Encourage your team to connect outside of your company’s normal operations because it will improve communication skills, make meetings more productive, and foster good team connections.

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The digital tools you provide to your remote workforce can have a significant impact on their performance. Workflow organizing tools like Slack or Asana can help keep your team organized and on track. A video conferencing program like Zoom, can make it easier to hold remote sales meetings or team meetings via video conversations.

You could also consider providing your staff with sales scripts or templates that they can use in a variety of sales scenarios. Before you send your remote sales staff out into the field, ensure that they have all of the software and tools they need to be productive.

People in the post-pandemic era want the flexibility of remote jobs while still enjoying the benefits of a typical office, according to trends. Working from home can be solitary, whereas going into an office every day can be exhausting and monotonous. The future of work appears to be a hybrid model that allows people to enjoy the benefits of remote work while also enjoying the benefits of regular office employment.

By providing a coworking environment, several conference rooms, a range of public spaces, and private office space, coworking facilities provide remote professionals with the best of both worlds.

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Coworking facilities can also aid in the separation of work and home life. When you leave the office, it’s evident that you’re done for the day. This boosts remote employees’ overall productivity and well-being.

Coworking spaces, like practically every other business, provide fancy apps to their customers. , You surely use similar software for  music, food, cabs, or books. You or your remote sales team can use those self-service apps for members to  choose an available room or desk, book it, and pay for any other service you need  without additional assistance or direct contacts with workspace administrators.

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In a word, choosing a coworking space that offers members’ apps will make your sales team even more productive as they won’t waste a minute on waiting or asking for things that make their days brighter. Those things will be available in a tap.

  • Organize Regular Video Meetings

Video conferencing promotes easy communication and teamwork on a regular basis. It’s also an excellent time for reps to share ideas and report successes, lessons learned, and missed opportunities.

Schedule video call check-ins once a week to assure that you’ll arrange video meetings on a frequent basis. If at all possible, organize in-person meetings at least once a month.

Set aside time during meetings for team-building exercises, idea sharing, sales results, and encouragement. Always end video meetings with a word of encouragement for your sales representatives. Tell them you’re proud of their efforts and that you believe they’re capable of big things.

Conclusion

Nowadays, your company should be well equipped to take advantage of remote selling.

Thousands of businesses recruit salespeople from all over the world and manage their whole staff remotely. There’s no reason you shouldn’t take advantage of it.

The key to a successful transition to remote selling is to invest in excellent communication, sales automation technologies, and creating a work-from-home atmosphere for your sales staff.

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MARKETING

Martech failure? 50% say loyalty programs don’t offer much value

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Martech failure? 50% say loyalty programs don't offer much value

The goal of martech is to add value for business and customer via personalized experiences which increase brand engagement. Loyalty programs seem like the perfect channel for this. So why is there such a huge gap between customers’ expectations for those programs and what they get?

Half of all US customers say loyalty programs don’t offer much value, according to a report from digital insights firm Incisiv and Punchh, a customer loyalty services provider. This is a real problem, given the huge impact these programs have on customer retention, satisfaction and brand advocacy. Customers who sign up for them engage with that brand 70% more than those who do not. 


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The gaps. So what is it customers want and aren’t getting?

  • 70% prefer to manage loyalty programs via app.
    • 26% Top 150 retailers and restaurant chains have a dedicated loyalty app.
  • 67% expect surprise gifts.
    • 28% Retailers and restaurant chains send gifts, offers or discounts on special occasions
  • 75% prefer instant discounts/redemptions.
    • 16% Retailers and restaurant chains offer instant discount on purchases instead of reward points.
  • 72% expect personalized rewards.
    • 48% Retailers and restaurant chains offer some form of personalization.

Enough with the cards already. It’s 2022 and people have been irritated about physical loyalty cards for decades. In case your own experience isn’t proof enough: 43% of shoppers say physical cards are the biggest obstacles to claiming rewards. And, this shouldn’t be surprising, 57% of shoppers like to engage with loyalty programs on their mobile phones. This means a digital rewards card is the bare minimum if you don’t have an app. 

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Read next: Leaning on loyalty, Chipotle orchestrates engagement across channels

If you do have an app, it should clearly provide more functionality and benefits than a card. The more it does that, the more people are likely to use it. Over 70% of shoppers are more likely to participate in a loyalty program that provides access to loyalty cards and rewards via its mobile app. However, only 4% of grocery retailers offer enhanced rewards or benefits on their apps.

Make members feel special. Joining a loyalty program signals that a customer values your brand (37% of shoppers are willing to pay to join or upgrade to a higher tier of their loyalty membership). Make sure they know you feel the same about them. Nearly 60% say loyalty programs don’t make them feel they are a part of an exclusive group. How? Well, 46% want premier or exclusive access to sales and promotions.

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Why we care. I can’t tell you how many websites I registered with and forgot about that send me an email on my birthday. I get them from a few loyalty programs as well. I’ve never gotten one with an offer or a discount. 

The bare minimum martech stack provides data unification, digitization and channel integration. A good one offers real-time analysis of customer behavior (past purchases, browsing history, etc.) combined with things like product attributes and availability to create an attractive personalized offering. For the customer, loyalty programs have to be more than a way to earn points. They have to give something unique and special. If your stack can’t tell you what that thing is, there’s something wrong with it.

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About The Author

Constantine von Hoffman is managing editor of MarTech. A veteran journalist, Con has covered business, finance, marketing and tech for CBSNews.com, Brandweek, CMO, and Inc. He has been city editor of the Boston Herald, news producer at NPR, and has written for Harvard Business Review, Boston Magazine, Sierra, and many other publications. He has also been a professional stand-up comedian, given talks at anime and gaming conventions on everything from My Neighbor Totoro to the history of dice and boardgames, and is author of the magical realist novel John Henry the Revelator. He lives in Boston with his wife, Jennifer, and either too many or too few dogs.

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