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? Leverage personal communication tools. It makes a difference and science proves it. Once they pass the initial interview rounds (generally four), we conduct a final 45-minute virtual video Panel Interview. For document tracking, there’s a few options we can recommend: Some salespeople hang out at the country club to strengthen their network. This allows you to insert that link in your automatic scheduling tool. If you’re selling remotely, you’ll probably need to take this online as well. Setting clear goals will help. Here are 14 tips on how sales reps can be successful working remotely: 1. According to U.S. Census data, there are approximately 5.7 million professional salespeople in the U.S, and field sales make up 52.8%. So, instead of in-person meetings, you will be using the phone or interact virtually, such as through email, instant messaging, synchronous or asynchronous video, and/or social media. Much of what we’ll discuss in “How to sell remotely like a pro” is how to deal with this difficulty and make the best of it regardless. What’s more: when I switched to remote sales, all of a sudden these one hour meetings could be turned into 30 minute meetings. This is done on purpose. Check out the following 60-min video titled How to Hire a Remote Sales Rep from our YouTube Channel. That means their only focus is selling. Things are said that probably wouldn’t have been said in a face-to-face conversation. Vengreso has developed a 10-step digital-sales program that won the Gold Stevie® Award for Best Sales Training Product of the Year in 2019 AND 2020. And it’s taking sales over by storm. Use video calling software with a personal link. Remote sales is when you, the salesperson, and your prospect are never in the same location during the whole sales process. Meeting rhythms. The biggest difficulty, and the reason why most old school sales reps believe you will fail, is: According to Dr. Albert Mehrabian’s book Silent Messages (1971), communication between a salesperson and a prospect is: Whether that breakdown is fully accurate or not, the point is: much of the communication gets lost if you can’t see each other. We make it very clear “there are no rules to the competition, this is a sales simulation, so sell.”. It is during this time, we are quickly able to evaluate their pre-sales motions and assess strengths and weaknesses. Here’s what sales leaders can do to create a great remote selling work environment: One thing you can do is start an all-hands chat through your email system (we use G-suite) or use a separate application like Slack. Today’s modern buyer is digitally connected, socially engaged, they are mobile attached and video hungry. Our customers would probably recommend, A tool to quickly send video messages like, A shared & collaborative space to deal with documents and files like, An automation platform to integrate it all, like. Time is a state of mind, as they say. Whatever works best for your team! You are the salesperson, and the product is you. It sets a warmer tone for the conversation. Want to track a pdf you’re sending over to someone? Otherwise there’s no way you can help them improve. The CEO and the sales leaders will have opportunities to participate often, not just to ask for support, but also to encourage and give. However, what is out of the ordinary is the production of our internal training videos. You might change the stage, probability, or value of an opportunity. So, why are so many B2B sales teams still dissatisfied with their prospecting, sales pipeline, and closing results? , Then you can start a friendly conversation. How to Sell to Existing Customers: Sales Techniques to Expand Value. Access our remote sales training YouTube playlists with video demonstrations, step-by-step guides, and more on remote selling skills, techniques, and strategy. ). This is what we teach in our. Many sales organizations still train their sales reps using outdated methodologies. (You got it, this is the same point I made just above, but then from a sales manager’s perspective.). They prefer to do independent research and compare vendors online. These key elements of nonverbal communication are lost when sellers only communicate through voice calls or text messages. There’s hundreds of email tracking solutions out there. You can align on the next steps that should be taken with prospects. Experts, however, predict that even after COVID, the future of sales will be different. A word of caution however: while you might immediately think of revenue goals, it’s highly unlikely that setting these alone will keep your sales team motivated. Sales professionals won’t be working from home all the time. A few of those also offer integrated website tracking. ), Gut Intuition That They Will Succeed (how they handle this meeting is how they would handle a virtual-room full of buyers). Suddenly you’re able to double the amount of one hour meetings you can have in a day. “Really? There’s still ample opportunity to drive growth from customer expansion opportunities like renewals and upsells. It got much easier to switch between conversations and other types of work, as I was spending my time behind my computer anyway. It also sets an example of work-life balance during a time where these two worlds have completely blended as a result of “working from home”. And I became less disconnected from the rest of our team, as before it was harder to stay in touch when I was spending my time driving and in meetings. Our team members compete against each other to be the top seller in the organization. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salesperson’s home office. If your sellers lack the skills to create more sales conversations from digital and video engagement, then I would argue, it’s time they acquire them. I’d like to share with you the method I use to coach my sales team. And if you think of something that will help a specific person: share it with them personally. Here are 5 habits we have found to lead to success in remote sales. We have developed a system that works, and now want to share it with you. The best way to fix that is to build in some daily habits. Share what you’ve done the day before and what you’re going to do today. If you’re using a team collaboration platform like Slack you can also add some channels that are a bit less serious. 10 Remote Sales Tips to Improve the Quality of … Adding a reminder one hour before the meeting has reduced the amount of no show to a minimum for me. For example, I want the team to know that it’s OK to go running with your kids at 9:30 am. Video is also essential for remote selling. If your sales team cannot meet in person, you need to make use of digital communication and provide them the tools for working remotely for the best possible virtual interaction. Two of the most important skills a remote sales team needs to learn are Social Selling and Selling with Video. Ensure your remote team is spending more time selling and less time searching for content by creating one centralized location that allows sellers to discover, present and … You can turn on video and share screens to make it engaging. This ranges from providing ongoing education to meeting with each salesperson one-on-one. While doing so it tabulates the scores, creates the averages and instantly gives a group average. The minimum score to pass is a 3. In addition, I have blocked off every day on my calendar from 1-2 pm to “play with my boys”. One of your most important roles as a sales manager – if not the most important one – is to coach your sales team. You can turn on video and share screens to … For security, use of Google's reCAPTCHA service is required which is subject to the Google Privacy Policy and Terms of Use. (Is it the pricing page? Seeing the seller’s face helps to build trust with the potential customer even if the customer never turns on their camera. (My first name “Jeroen” is pronounced “Ya-roon” in case you were wondering. Monitor and track their activities only if you’re not getting the results you need and want. © 2021 Salesflare Blog. And while sales … Attached, you will find some ground rules for the Panel Interview: Once your remote selling team has been assembled, you’ll need to lead them as effectively as possible, as if they were on the sales floor with you. Doing so will make your revenue enablement team deliver items that “stand out from the crowd.” This includes your training videos! And these have long been thought that they are not the same as the ones used by sales teams in the field. Managing remote reps is time consuming. Mario is the CEO and Founder of Vengreso. – Answer this if you were telling a prospect (do your research). We request that the actual presentation be limited to three slides: The reason for this is to assess whether the candidate listens and follows instructions or gains approval from a buying influencer to do “something” differently. We’ve covered sales call tips before, but there are other actions you can take to specifically improve remote selling results. The old way of cold calling, email blasting, and attending networking events doesn’t work anymore. Traditionally that meant cold calling or sending a cold email to set up in-person meetings. I know this seems so basic and probably something your doing regularly but the reality is sometimes “out of sight, out of mind”. In addition, with FlyMSG you create custom shortcuts (FlyCuts) that will instantly input your saved “templatized” sales messages when you type them in an email, LinkedIn message, online form, or any web page. That’s why at Vengreso we have a policy for our Zoom meetings: always have the video camera on. You’re wasting your time.”. Just start a trial and count the minutes to my LinkedIn request. Some of the best sales tools we’ve found for sales teams include Seamless.ai, LinkedIn Premium, LinkedIn Sales Navigator, LinkedHub, Gong, HubSpot, OrgChart, CrystalKnows, and OneMob. Encourage … Our 8 tips for remote selling. 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. That’s more than 3 million people who suddenly became full-time remote sellers. You can track when prospects open emails and when they click on links in them. How To Send Mass Emails In Gmail & Outlook That Seem Personal. In the next 4 sections, we dive deep into ways every sales leader can improve their remote selling results. Our CRM, Salesflare, however does. 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