You want your salespeople to crush their targets and close deals. However, there is a snag: as a result of the COVID-19 issue, your all-star sales crew is now working and selling from home. So, what’s next?
To be honest, making remote sales work is not an easy task for a first-time manager.
The number of organizations having a remote workforce is increasing in 2019. 66% of businesses accept remote work, while sixteen percent are entirely remote.
At Close, we not only manage a 100% remote sales staff and have witnessed firsthand the benefits of doing so, but we also understand the problems that come with it.
Using a remote sales force involves a great deal of thought and planning and placing your team and company in the best possible position to succeed. And, given recent events, businesses are being driven to make a move far more quickly than usual.
Although remote selling can be frightening, when done correctly, you can do everything (and more) without ever leaving your desk–fill your sales funnel, increase team efficiency, and optimize your selling process all from the comfort of your own home.
Continue learning to learn how to set up and manage your own remote sales team. You might be amazed at how much remote selling might help you improve your team’s internal communication.
The Benefits of Having a Remote Sales Team
The epidemic of COVID-19 ushered in a new age for remote sales. Businesses were driven to maximize remote work as a way to stay afloat during these uncertain times.
As a result, they optimized platforms and tools to offer a smooth and straightforward way to communicate with clients and team members.
There is no need to travel while selling remotely. Furthermore, communication tools that allow you to share your screen with a client for viewing or record calls to refer back to future transactions make coordination a little easier.
Most importantly, you can meet as many individuals as possible without ever boarding a plane. You can reduce the amount of time you spend off.
How to Hire Remote Sales Representatives: Some Pointers
When hiring remote sales reps, use the particular obstacles posed by the current epidemic and remote work to your team’s benefit by keeping the following recommendations in mind:
1. Hire salespeople with a track record of success.
You could wish to hire salespeople with more significant experience in the sector, such as individuals who have worked in sales for more than a year. These individuals have a great understanding of what makes an effective salesperson.
They’re known for consistently delivering excellent outcomes and being more mature when handling more delicate sales situations and closing agreements.
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You may be able to reduce your training time by hiring more experienced salespeople. Although they will need to be trained on your company’s sales and CRM processes, having some experience and background knowledge implies that you can trust them to manage various sales circumstances and make fewer mistakes.
2. Employ people who thrive in remote locations.
Many businesses are already enforcing crucial abilities that suit a remote work environment, even before the pandemic. Independence, proactivity, and communication are examples of such skills.
As a corporation working in a remote sales environment, you’d want someone who would try to fill in the unavoidable knowledge gap as much as possible, as well as someone who can operate independently without much supervision, saving time spent on back-and-forth.
Additionally, hiring someone proactive in developing projects that make work more accessible and convenient is a good idea. People who flourish in isolated locations are usually excellent communicators. They know how to pitch and clinch a sale in the shortest time possible.
3. Hire according to your company’s culture.
When it comes to hiring new salespeople, it’s ideal to look for people that fit your company’s culture. Try to include team members in the interview and assessment process of new candidates as soon as possible.
Tips for Managing a High-Performing Remote Sales Team
Once you’ve put together your dream sales team, keep these pointers in mind while you manage it in the long run:
Create a clear set of ambitions and expectations.
According to a recent report, when sales leaders set clear, attainable goals for their team, 38 percent of employees feel more motivated to improve their work performance. This is especially true for a remote team that doesn’t require much supervision.
Your team will be more likely to become more motivated to their work–even autonomously–if you set up metrics and data, sales objectives, and comprehensible expectations.
This will motivate and empower your sales team to link their aspirations with the company’s objectives. As a result, translate these measurements into concise and straightforward operations (such as cold calling and lead generation).
Streamlining your CRM and communication tools will enable your team to troubleshoot issues and make course corrections quickly.
Celebrate your achievements, no matter how huge or small they are.
Remote sales teams face several issues because of their autonomy, but these, like any other issue, can be managed with the right tools, processes, and logistics.
Keep these pointers in mind when forming and managing your new team in the future, and you’ll be fine.