Today’s modern buyer is digitally connected, socially engaged, they are mobile attached and video hungry. In fact, remote selling statistics have been trending towards this major shift for well over 7 years. That way, we can see each other’s faces and non-verbal queues. And then turn those connections into sales conversations. Focus on the outcome. Watch the following video on How to Coach a Remote Selling Team, where I explain how the OCG Effect works. In the next 4 sections, we dive deep into ways every sales leader can improve their remote selling results. In May 2020, 71% said they were conducting more than half their sales virtually. Do you find it difficult to stay on track when working remotely? If they take time to reach out and connect with the panelists, we’ll know they’ll also take time to find, engage, and connect their buyers using personalized connection requests. Here’s what I recommend you do: identify the current weak spots in your remote selling. 5.7 million professional salespeople in the U.S, Effectively Navigating through the Elements of Remote Selling, Create a Virtual Selling Culture in your Organization, Conduct Training for your Remote Sales Team on Digital Selling, a positive work culture increases productivity, 5 Keys to Sales Success with Robert Paylor, #168, 10 LinkedIn Tips for Booking More Sales Meetings, Sharing relevant content to attract potential buyers, Leveraging sales-video messages to prospect and even close sales, 30-minute presentation (they are cut off at 30 minutes, no exceptions), First Impressions (are they dressed for success? Most of these fall into a category called Sales Prospecting tools. That’s an increase of 163%. They don’t have to worry about paperwork or other non-selling activities. We hope you liked this post. Make sure you and your remote selling team are with the majority. And don’t just talk about the business. That’s why at Vengreso we have a policy for our Zoom meetings: always have the video camera on. © 2021 Salesflare Blog. For document tracking, there’s a few options we can recommend: Some salespeople hang out at the country club to strengthen their network. As a sales leader, you must set clear expectations for your sales reps, regarding meetings, opportunities, and closed deals. Two of the most important skills a remote sales team needs to learn are Social Selling and Selling with Video. The key to remote selling, Brown says, “is to build high rapport and create continuous communications with personalized follow-up at its core.” He’s used a variety of … I call it the OGC Effect, and it involves only 60 minutes per week for each rep on the team. Ask whether you’re pronouncing their name correctly. Teachable Moment – Teach us something that you are passionate about. A remote sales team gives you the advantage of building a sales presence in different cities. Our team members compete against each other to be the top seller in the organization. Working in a remote selling environment is hard and as leaders, we need to allow ourselves to be vulnerable. Meeting rhythms. A simple thing, but easily forgotten: when working remotely you can easily miss the connection with the rest of the team that comes naturally when you work in the same room or stand together at the watercooler (or the coffee machine). Set a Schedule. Create a connection. Of course, the camera-on policy also applies to virtual meetings with prospects and clients. Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. He spent 85 consecutive quarters in B2B Sales and Leadership. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salesperson’s home office. Stand-up meetings create transparency on what everyone’s doing, greatly increase communication within the team, and also provide a moment of reflection on what you’ve done and what you’re planning to do. That’s where tracking technology comes in. Also, set up reporting within your CRM, so you can take timely action if the sellers are not performing, especially when it comes to accurate sales forecasting. This is done on purpose. In the invitation to the panel interview, candidates receive a sales call agenda they are to strictly adhere to: The reason for this is to assess their time-management skills since they will need to stick to the time set with their clients during a remote sales call. Don’t believe me? For example, we created, Set up automated reminders to add meeting notes after each meeting with a prospect. Time is a state of mind, as they say. We have included the following suggestions/reminders: Be you and bring life to the room (remember it’s virtual; how you handle this meeting is how you’d handle a virtual-room full of buyers), Go for the close during the closing/next steps (have an appropriate question or two and leave enough time). Make a bit of time for small talk. We need to fuel up our energy by being in touch with others. What does this reveal? Shifting your sales approach, deploying technology to support sellers, and doing it all in a timely manner are all ways you can assist your employees. Ineffective sales training is a problem I’ve seen over and over again in many sales teams. We’ve covered sales call tips before, but there are other actions you can take to specifically improve remote selling results. Remote selling requires a unique set of skills, and being able to converse effectively on the phone is one of the most important. Use your tone of voice abundantly. Just connect with your prospects and customers on LinkedIn, Facebook and/or Twitter. This will result in a better overview and better revenue forecasts. According to Salesloft, for every outside/field sales rep being hired, there are ten inside/remote sales reps being brought on right now. Nonetheless, leveraging a set of sales hiring tips and best practices is critical to leading a successful remote sales team. (My first name “Jeroen” is pronounced “Ya-roon” in case you were wondering. You can track individual emails sent from Gmail, Outlook or Salesflare itself (both individual emails and email campaigns), link this up with website tracking, and get handy notifications the way you’re used to from other apps. I’d like to share with you the method I use to coach my sales team. It enables you to read your prospects’ “digital body language”. Don’t limit yourself to business, but also bring up personal interests of your prospect. Seeing the seller’s face helps to build trust with the potential customer even if the customer never turns on their camera. For starters, their ability to do research before a sales meeting on each decision-maker. Finally, there are no rules other than the above. Sales can be difficult at the best of times but throw in a remote location without the in-built support of an office environment, and it becomes even more challenging. Most sales reps have been working at home for a matter of months now. The best way to fix that is to build in some daily habits. The CEO and the sales leaders will have opportunities to participate often, not just to ask for support, but also to encourage and give. You can also ask your sales reps to CC you on every email, but your mailbox will be flooded and you’ll still miss part of what’s going on. Adding a reminder one hour before the meeting has reduced the amount of no show to a minimum for me. We store it as a Google sheet so all of the panelists can place their scores in the sheet while the panel interview is taking place. Which brings us to the next point…, Want to keep your sales people on track while working remotely? These key elements of nonverbal communication are lost when sellers only communicate through voice calls or text messages. In addition, I have blocked off every day on my calendar from 1-2 pm to “play with my boys”. Nonetheless, the data shows, it’s nowhere pervasively and in my opinion, there is no turning back the clock now as the way of the future for modern sales organizations. Other things also got dramatically easier: Long story short: remote sales are way more productive, as long as you know how to deal with the difficulties. The best way to solve this is by setting input-level goals or quotas. These are all-hands video calls, where we welcome new employees, introduce them to the company, provide some tips for success, and give them virtual high-fives. I’m glad you asked. There’s still ample opportunity to drive growth from customer expansion opportunities like renewals and upsells. You can turn on video and share screens to make it engaging. Want to track a pdf you’re sending over to someone? If you’re selling remotely, you’ll probably need to take this online as well. Monitor and track their activities only if you’re not getting the results you need and want. Share helpful content on your feed. “Really? In addition, will they have the modern selling skills needed to engage with their modern buyer? But how are remote sellers led and managed whilst working from home? Try setting these goals in collaboration with your sales manager. It’s evidently possible that a big part of your sales process is remote and that you’re meeting up with the client once or a few times throughout the process. Whether you’re a sales leader, sales manager, or a small business owner, you need to understand what remote selling is, how to hire and lead a remote sales team, and what skills they need to succeed in a virtual selling environment. The opposite situation is one we know all too well: someone reads something in a Facebook comment, reacts to it forgetting there’s a human being at the other end, and turns into a rude keyboard warrior. Here are 5 habits we have found to lead to success in remote sales. Here are some examples of pictures I have shared in the company chat (called “All Vengresonians”): Finally, something that has helped us create a positive work culture at Vengreso, are the Virtual Receiving Lines. 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