Working remotely is becoming the new normal. It’s more important than ever that you help your remote sales team succeed during the COVID-19 crisis.
Managing a remote sales team creates unique challenges, because these teams are often built on camaraderie and competition. It can be harder to create that teamwork in a completely remote setting. But, you can overcome these difficulties and allow your teams to thrive.
Here are 7 tips to lead a successful remote sales team and close more deals:
Create great content
Ensuring your sales team stays on-brand has always been a challenge. It’s even tougher when they’re all working remotely. Your sales team needs a compelling story to win over customers and prospects. But just having content is not enough these days. Businesses that center their sales enablement efforts around content strategies have better relationships with their customers and are more likely to have higher win rates. A solid content strategy means you are providing consistent, effective content that resonates with your customers.
Improve access to content
The greatest content in the world is only useful if your sales team can find the information they need at a moment’s notice. What if your sales reps could access searchable, bite-sized content – anywhere and anytime from a mobile phone or tablet? By creating a “single source of truth” for your sales and marketing materials, training, eLearning, and coaching, you can house all of this vital information in a sales enablement mobile app. And, your sales team will always have access to the most up-to-date information in real time.
Invest in tools to help your sales team
Most salespeople – whether they are working remotely or not – rely on their mobile phones to keep them connected with co-workers and clients, wherever they might be. The use of cloud-based storage systems means that your remote workers can access company information from their personal computer or their smartphone when they’re on the go. With a sales enablement mobile app, your sales team can access relevant information in real time.
Use available technology
There are so many technologies these days that can bring us all together and help us stay connected. You can use a chat or instant messenger app to build a sense of community with your sales team. Building a community for remote workers helps engage your remote workforce. Err to the side of too much communication. Incorporate tools like video chat, Slack, Google Docs, Dropbox, Trello, Wrike, etc. Constant contact and interaction will help your remote sales team feel included and engaged with your organization.
Hold video conferences regularly
Schedule regular video calls to check in with your team. At least once a week is best, but even twice a week might be necessary to keep everyone in the loop. Video calls are the next best thing to being in-person. Services such as Skype, FaceTime, and Google Hangout let you see your co-workers and allow you to use visual cues to avoid miscommunications and misunderstandings.
Prioritize sales training
Salespeople are busy and on the go. Make sure you provide training options that allow your sellers to learn and train on their own terms. For example, your sales reps have time to kill between client meetings. They can use that time to train on a new product or service the company offers. Microcontent can be accessed and put in the hands of sales team – wherever and whenever they need it – in a mobile app.
Encourage collaboration with a mobile app
A connected workforce unifies your remote workers and provides the tools they need to thrive in any situation. By providing a mobile app for workplace connectivity, you can transform how your sales team interacts and create an environment that fosters innovation, productivity, communication, and a higher level of job satisfaction.
The more digital the world becomes, the more important it is for sales reps to add value to the customer’s buying journey. At the end of the day, sales enablement is about creating relationships with your customers and prospects.
Built on the simple concept of the flashcard, the CatalystXL mobile app can be up-and-running in as little as 48 hours (yes, really). CatalystXL makes it easy to share, access, and learn any kind of information – all from a smartphone (or any other connected device). Our mission: get knowledge into people’s hands – literally.