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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.

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.

  • 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.

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.

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.

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

Salesforce winter 2023 release: The business executive’s guide

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Salesforce winter 2023 release: The business executive's guide

More than 150,000 companies are Salesforce customers. Salesforce’s share of the CRM market is about 25%. 

Few customers take advantage of the thrice-yearly release updates rolled out to every Salesforce user. I get it. Folks aren’t always paying attention to the releases because they’re focused on running their business, tending to the million things that come up each day. 

The full edition of this Winter’s ‘23 Release comes in at over 700 pages. The boiled-down, brass-tacks summary is still 32 pages.

Few business executives have the time and bandwidth to keep up with the ins and outs of these updates. Your admins and marketing operations people may slog through the whole doc but may not connect the dots between business initiatives and platform functionality. 

This series will connect those dots. I’ll summarize what you need to know about the latest release in five key categories: commerce, sales, service, marketing and loyalty programs.

I’ll cover the features that will help you make better decisions for your business and maximize how you use the platform. 

Based on features in this release, Salesforce is focused on:

  • Improving the base platform (adding ease that your hands-on admin and developer teams have requested for a long time).
  • Creating even more ways to connect with customers.
  • Offering more industry-tailored options that bring value to a business more quickly.

Robust support for subscription selling added to Commerce 

Adding a subscription pricing model benefits most businesses, whether you’re a fan belt manufacturer or an artisan dog food company.

Making it easier for your customer to buy your product is always a win-win, and this release makes implementing subscriptions more seamless from the backend with the Connect API tool. 

Connect API resources now support subscriptions and multiple product-selling models: 

  • One-time sales where products are sold for specific prices once. 
  • Term sales offer time-limited subscriptions. Products are sold and renewed for a specific amount of time, e.g. 12 months. 
  • Evergreen subscriptions offer products on a recurring basis until canceled.

Configuring charges for collecting local taxes in international jurisdictions was also enabled. 

Dig deeper: Salesforce unveils features to boost automation for marketing and sales


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Additions to sales enablement functionality

Overall, I’m loving the general focus on enablement through enhancements with dynamic forms, screen flows, and Slack integration. 

Teams can now build and launch enablement programs that drive to the most important KPIs for your business. You can now focus on specifics, like programs for a particular region or product, and offer incentives to drive business from them. 

And, dynamic form improvements mean end-users have more flexibility with fields and sections to display on page layouts. 

Sales teams can now better access, update, share records and get important notifications on their key accounts directly within Slack using a new integration. Sales can collaborate in account- and opportunity-focused Slack channels while accessing Salesforce data. 

And, you can make it easier for sales teams to work with colleagues throughout the enterprise in departments such as fulfillment, shipping, and finance. This is enabled using Slack and providing real-time access to data stored in Salesforce to everyone who needs it.

Next time, I’ll dive into the latest service, marketing, and loyalty programs features included in the Winter 2023 release.


Opinions expressed in this article are those of the guest author and not necessarily MarTech. Staff authors are listed here.



About The Author

Joe Anzalone

Joe is Vice President, Salesforce Technology at Shift7 Digital. As a member of the Shift7 leadership team, Joe works to craft solutions and architectures that meet ambitious client goals using the power of the Salesforce platform, including product ownership for Shift7’s Industry GTM Accelerators. Joe brings more than 20 years of experience implementing Salesforce and other digital platforms including enterprise solutions and complex technology implementations. He sits on the Salesforce B2B Commerce product advisory board. Shift7 Digital is a Salesforce Ventures-backed agency, revolutionizing the digital experience for manufacturers, distributors, and their customers.

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