What are The Best Practices for Remote Sales
Most sales organizations favor having their best talent in a remote environment. Not only does this produce more results, but it also offers more flexibility while reducing operating costs. However, working remotely presents unique challenges to remote workers.
Discipline aside, entry-level reps struggle to strike a work-life balance. They often come short in closing existing accounts and searching for new prospects to add to their CRM. Hence, every remote sales professional needs to learn basic strategies to put them in the realm of affairs.
After listening to several sales managers, here are some strategies that are proven to help remote sales teams sell more, faster:
#1. Cut Down on Distractions during Virtual Calls
Interruptions often come from people and devices around. To create the right environment for a virtual call, ensure all doors are closed to make it harder for noise or chatter from outside to be heard by people in the meeting.
If you’re in a work environment where it isn’t easy to close the door, ensure you have a headphone on so you can focus on the people in the meeting.
To minimize distraction from devices, put it on silent or turn off notifications from phone calls, text messages, emails, or tabs on your browser. And finally, if you’re doing a call at home, let the members of your household know about your meeting so they don’t badge in uninvited.
#2. Use an Up-to-date CRM
There are several CRMs to choose from, but your reason for choosing one shouldn’t be for data entry alone, especially if you’re moving from a spreadsheet. With an up-to-date CRM, your remote sales team can do much more, like storing all your sales content and videos for easy access when you need to send them to customers.
A good CRM should also inform you about the sources of your leads while providing data on prospects that represents sales opportunity. You could enjoy more convenience and efficiency from CRMs that favor automation; you’re always reminded to do follow-ups.
Even more important than all of this is to opt for a CRM that’s customizable and easy to use.
#3. Avoid a “Pray and Spray” Outreach Process
A strong outreach process ensures you enrich your pipeline with verified and not stale data. For this, we recommend leveraging tools that provide information like email, phone number, and social media cadence that boosts personalized communication.
More important than the tool used is the need to nail down the kind of leads you want. If you’re hunting for more top-of-funnel leads, your goal is to tailor your sales message to their knowledge level, which is why it’s important to spend time researching your audience before sending generic cold emails.
The old approach of emailing or calling 150 people with the same script and hoping to get 5 – 10 responses won’t get you closer to your quota. Invest a little time learning about people rather than “spray and pray.”
#4. Personalize Your Communication
The most underrated word in sales is the prospect’s first name. With the information you can get on the internet these days, you can get a solid bit of information that sets your outreach apart from the rest.
Customize your outreach – email or DMs with prospect’s personal information; it could be their company role, recent achievement, or interest. Prospects get 20 emails daily; give them a reason to respond to yours.
#5. Take Your Time to Plan Your Meetings
A sales rep once said, “Amateurs practice till they get it right. Professionals practice till they never get it wrong”. It doesn’t get better than that. The way to plan a meeting is to practice till you can mention all the talking points without looking at a sheet of paper.
With a meeting agenda, you will have a baseline structure for your meeting, and you can extract vital information from customers. But before you jump into the meeting, it’s necessary to research the meeting attendees. While engaging everyone in a group meeting is important, the key decision-makers should receive 50% of your attention.
And on the day of the meeting, show up early looking sharp and don’t forget to present to yourself a few hours before the meeting to up sales confidence.
#6. Follow-up 3+ Times
Every sales playbook lets us know that the fortune is in the follow-up, but why are salespeople reluctant to do so? Some think following up is being aggressive, while others believe the prospect will contact them. From experience, sales normally take more than 3 touches to happen.
However, the frequency of your follow-up will depend on your sales cycle. For a product with an average sales cycle of 4 – 6 weeks, following up twice or thrice a week is a safe bet, especially if the lead is qualified. Another factor to look out for is how the follow-up is done.
Sales is likely if you can schedule the follow-up at the end of the initial call and get the meeting booked in your calendar. They’re unlikely to turn you down if you ask nicely like this: “I know you have to meet with your CEO regarding the deal, but if I don’t hear from you in 2 days, when should I follow back with you?” The customer will provide a time frame, and you can schedule a meeting on the selected day.
#7. Know When to Walk Away
Sales managers believe every deal should be won, but some are just bad opportunities that will cause you time and money. And in that case, you need to pass. But how do you when it’s time to walk away?
- The client doesn’t show up for meetings
- The client goes cold on follow-up
- Negotiating below your lowest sales margin
Perhaps, you might not be a good fit for the prospect. It happens all the time. Some will take you on the offer, while others won’t. When they turn you down, move to the next lead on your list.
#8. Differentiate Prospecting and Nurturing Time
Sales reps are given new accounts weekly to nurture and are also expected to find new businesses. This makes it difficult to stay at the top of their pipeline while also making time for coaching and training. The key to staying on top of affairs while working from home is to create time blocks on your calendar.
Most sales reps spend their mornings treating issues related to existing accounts – sending follow-up emails, jumping on sales calls, or sorting the final details on a deal over a remote meeting. In contrast, afternoons are reserved for outreach and adding more leads to their CRM.
#9. Don’t Forget About Training
Most sales leaders throw entry-level sales reps at the wolves when hired. Implementing training programs help familiarise reps with the market. Many companies dedicate 3 full months to training reps, while others do one month of full training to help reps understand their sales process, while the remaining 2 months are spread between sales and less-rigorous training.
The advantage of an effective training program is that it lowers ramp-up time. This way, remote teams can go from new hires to closing deals in less than 90 days.
Want to Ramp up New Reps Faster?
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