Ask for feedback. Mario is the host of the popular The Modern Selling Podcast. The minimum score to pass is a 3. Or get it out of the way if it’s not relevant anymore. So, instead of … That means their only focus is selling. There is intrinsic value that in-office reps get on the sales floor. These remote selling … Here’s what I recommend you do: identify the current weak spots in your remote selling. 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. You can always plan a recurring video call around lunch or at some dedicated point of the day, where you can chat about things that are not related to work. Whatever makes most sense in your industry or with your type of clients. Today’s modern buyer is digitally connected, socially engaged, they are mobile attached and video hungry. Otherwise there’s no way you can help them improve. Booking meetings could be done using a scheduling link, as I didn’t have to carefully calculate traffic and buffer times anymore. As a remote … All the other departments in the organization work to support the virtual sales team and help it succeed. In addition, to create a virtual selling culture, and to make your sellers feel like they are being supported, you need to implement additional remote selling tools. Easy! You can also store your templates and organize them by categories in your browser so they are ready to use on any device. Remote. 1. Ask yourself, does it stand out from the crowd? In May 2020, 71% said they were conducting more than half their sales virtually. 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. At Vengreso, we teach modern sellers to engage a potential customer, using the PVC Sales Methodology. (Is it the pricing page? We make it very clear “there are no rules to the competition, this is a sales simulation, so sell.”. Follow along as we teach you the five practical tips every sales leader can take to create a successful remote selling organization. It sets a warmer tone for the conversation. Be yourself and a bit more informal than you’d be in a face-to-face meeting. You’re saying you want to sell to people without seeing them face-to-face? Calendar management is key. First, imagine the day of a field sales person, driving from prospect to prospect, waiting in lobbies, getting coffees, walking in and out of meeting rooms, … It’s a lot of time lost. The same could be said for deadlines and remote … 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 … Now, imagine switching to remote sales and staying in the same place. A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually. Xant’s The State of Sales Report shows that in 2017 outside sales reps were spending 45% of their time selling remotely. Watch the following video on How to Coach a Remote Selling Team, where I explain how the OCG Effect works. Its interactivity makes for much stronger bonds. Almost 90 percent of sales have moved to a videoconferencing(VC)/phone/web sales model, and while some skepticism remains, more than half believe this is equally or more effective than sales … Here are some practical tips from my experience leading a virtual remote sales team for the past four years. Let’s explore this and then discuss how to deal with them in the next section. 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. This is why today’s modern B2B buyer needs a modern seller, who knows how to engage with their digitally connected, socially engaged, mobile attached, and video hungry buyer. Video is also essential for remote selling. This can be anything. If you’re selling remotely, you’ll probably need to take this online as well. In fact, remote selling statistics have been trending towards this major shift for well over 7 years. Working in a remote selling environment is hard and as leaders, we need to allow ourselves to be vulnerable. 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 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. In the following video, I describe the key elements of an effective virtual sales training program, as well as how you can apply them to your future programs. The data showed after 295 votes that still 20% aren’t even close to turning it on enough and still 23% aren’t turning it on all the time. Remote sales is a type of selling that’s done in a separate physical location from the person you’re selling to. That’s more than 3 million people who suddenly became full-time remote sellers. We tell them, “You are the salesperson and the product is you.”. This makes you, the leader, more human, relatable, and approachable. This strategy helps your sales team coach each other … According to Pew data, only 5% of sales and related … Adding a reminder one hour before the meeting has reduced the amount of no show to a minimum for me. Learn more by clicking the image below. Bring up important things you remember from previous conversations more than you would in a face-to-face conversation. A set schedule is often the difference between failure and goal-busting productivity as a remote salesperson. In this article, our very own sales reps here at Close share expert tips on how to plan out the perfect remote sales schedule. Share what’s going on in your personal life, upload family pictures. That’s an increase of 163%. To be as personable as possible, here’s a few things you can do: When your conversation becomes digital and you can’t really look each other in the eyes anymore, you need to find other ways to read your prospects’ body language. Treat this as you would a sales meeting. You must teach your remote sellers the skills they need to help them reach digitally savvy buyers, who prefer to do their own research first. When you are a remote worker, hallway, kitchen, and watercooler conversations don’t happen as readily. We’ve covered sales call tips before, but there are other actions you can take to specifically improve remote selling results. Set up your remote work environment Learn how to prepare your home or remote … We also want to gauge the candidates to see if they truly understand (by their line of questions) during the panel interview who the buyer truly is and did they establish a coach or champion pre-event. Each panelist gets access to a Google evaluation sheet called the “Group Panel Interview Sheet”, where they grade the candidate from 1 to 5 during the live panel interview in these categories: This is a tried and tested panel evaluation sheet that I’ve used for years. That’s a good sign!). Be personable and helpful. It got much easier to switch between conversations and other types of work, as I was spending my time behind my computer anyway. Effectively delivering training to remote sales staff starts with curating (and creating, if necessary) learning content that covers all the bases: company, product, industry, buyers, process, etc. Research shows that a positive work culture increases productivity. During this process, each panelist is prepared to make themselves available to answer any questions that may arise from the candidate. Today, remote selling might also be referred to as virtual sales and uses many modern-selling techniques, such as: Modern buyers are less willing to talk to a sales rep than ever before. And when you have leads and want to maximize your results, just read on: Good luck! Monitor and track their activities only if you’re not getting the results you need and want. Through video, prospects can see facial expressions, hand gestures, and personality. Treat your social media friends like real friends, to the extent possible. 5 Tips to Smoothly Transition to Remote Selling. For the sake of this guide, however, we’ll focus on 100% remote sales. Here’s how to create a winning coaching culture. Leverage video and messaging … Access our remote sales training YouTube playlists with video demonstrations, step-by-step guides, and more on remote selling skills, techniques, and strategy. To help you further in hiring your remote selling organization, attached you will also find the group panel interview notification script (sent to the candidate) that you could use for your next virtual sales panel: Thank you for confirming your availability for the interview process’s final round, called The Panel Interview. Over the past year, more companies made the shift to remote than ever before. That’s because most sales training is delivered in classroom or workshop sessions, or even worse, in a lunch-n-learn. Social selling is about using social media platforms to find, engage, and connect with prospects. ). Our 10-step program combines live instruction with on-demand learning and live coaching. Knowing the nuances of virtual communication—and practicing until you can handle them naturally—is key for the sales team in the current environment. 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. … I’ve covered a lot in this article. That’s one of the reasons why it’s important to be as personable as possible (it helps make the juices flow) and also a big reason for building daily habits. Now, whether you’re consciously choosing remote over field sales, or you have to stay home because of some nasty virus, we’ve compiled a handy guide for you that will make you more successful at it. The CEO and the sales leaders will have opportunities to participate often, not just to ask for support, but also to encourage and give. It enables you to read your prospects’ “digital body language”. For document tracking, there’s a few options we can recommend: Some salespeople hang out at the country club to strengthen their network. You can turn on video and share screens to … Try using chat instead of emails between video calls. , Then you can start a friendly conversation. It shows you care. 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. What does this reveal? When people meet you through a screen, make sure you show the human being behind that screen. How to nail it? While this feels like a brand new fundamental shift, I would argue that remote selling has been a growing movement for many years. Use video calling over phone calling and always turn on your video, even if just for the beginning of the conversation (internet connections can be bad). He was also named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant. If you’re running a team, identify the structural and operational challenges you’re having. In the next 4 sections, we dive deep into ways every sales leader can improve their remote selling results. 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. It is during this time, we are quickly able to evaluate their pre-sales motions and assess strengths and weaknesses. Beyond using the chat feature and asking people to turn on their cameras, you can also encourage interaction on remote sales calls by asking questions. Using techniques from 20 or 30 years ago are not effective, since the modern buyer is very different. Modern-day remote selling results remind me a lot of this image I use in my keynote sales presentations. Make a bit of time for small talk. It’s called FlyMSG. That way, we can see each other’s faces and non-verbal queues. Most salespeople are extraverts. There’s tools like, Want to track when your proposals are sent? We hope you liked this post. Try setting these goals in collaboration with your sales manager. A remote sales team gives you the advantage of building a sales presence in different cities. 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. A lot of the time we’d normally spend moving around, getting coffee, waiting for something or someone, exchanging pleasantries, … could all of a sudden be reduced to a minimum. Below, you’ll find 10 practical remote selling tips and techniques that you can use to improve the quality of your online meetings. Your virtual country club: social media. You can run through the pipeline and make sure it’s all up to date. Coaching is one of the most important things you can do as a sales leader. According to Salesloft, for every outside/field sales rep being hired, there are ten inside/remote sales reps being brought on right now. All rights reserved, What the advantages and difficulties of it are, And as a bonus: How to generate leads remotely, more on the topic of sales management here, 6 foolproof ways to get your startup its first 100 customers, The Startup’s Playbook to Finding B2B Customers on LinkedIn, The Startup’s Playbook To Finding B2B Customers on Facebook, How To Automate Lead Generation For B2B Companies, Sales Pipeline: How to Achieve Consistent Sales Success, Sales Process: A 5 Step Process You Won’t Hate, Sales Quotas: How to Make your Sales More Predictable, Sales Management: How to Scale your Sales and your Business. Of course, the camera-on policy also applies to virtual meetings with prospects and clients. Today’s remote sellers are also digitally connected, socially engaged, mobile attached, and video producers. Customers no longer want to be sold to. Almost none of them also send you live notifications of the tracking on your phone and/or computer. Teachable Moment – Teach us something that you are passionate about. And finally, you can get live notifications of when these things happen, so you can time your follow-up actions flawlessly. At Vengreso we’ve been selling remotely for years. 10 Remote Sales Tips to Improve the Quality of … 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%. Despite the two big difficulties we just discussed, the advantage is huge: remote sales massively boosts your productivity. It doesn’t matter if it’s during an in-person conversation or through video conferencing. This allows you to insert that link in your automatic scheduling tool. They prefer to do independent research and compare vendors online. Ineffective sales training is a problem I’ve seen over and over again in many sales teams. © 2021 Salesflare Blog. Neuroscience shows that thanks to mirror neurons, our brain connects emotionally to the facial expressions and body language of another person. “It’s so easy these days to default to an ... 2. Experts, however, predict that even after COVID, the future of sales will be different. If you want to take it one step further, you can introduce daily stand-up meetings, as is a habit in tech startups and software development environments. 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). This can be the: To learn all about this, check out this guide I wrote on sales quotas. They can overhear reps on sales calls and pick up sound bites quicker. Doing so will make your revenue enablement team deliver items that “stand out from the crowd.” This includes your training videos! Stand-up meetings can be done in writing, for instance in a specific Slack channel, or can also be done live in a video call. Curious about how this plays out? … I’m glad you asked. Whatever works best for your team! That’s why at Vengreso we have a policy for our Zoom meetings: always have the video camera on. Check out the following 60-min video titled How to Hire a Remote Sales Rep from our YouTube Channel. Proposal solutions like. Related to remote sales coaching, remote sales training … So, why are so many B2B sales teams still dissatisfied with their prospecting, sales pipeline, and closing results? In a virtual selling culture, there is a lot coming at the sales team and leaders need to get the supporting cast members to think about a virtual selling culture. You are the salesperson, and the product is you. This ranges from providing ongoing education to meeting with each salesperson one-on-one. Managing remote reps is time consuming. Remote sales is when you, the salesperson, and your prospect are never in the same location during the whole sales process. You’re right it’s not. This will result in a better overview and better revenue forecasts. (I would assume so.). Well, the truth is: it’s highly effective. There are four main pillars of remote selling: Building Trust; … Many sales organizations still train their sales reps using outdated methodologies. Follow these 10 tips to help your team achieve social selling success.... What is the future of buying and selling? Of course, the larger the company, the less controlled the conversation. During this time, many sales enablement teams have developed remote selling tactics that will help reps perform effectively, even without in-person meetings, events and other face-to-face interactions that typically advance the sales process.. And if you think of something that will help a specific person: share it with them personally. This makes sure that your sales people know exactly what is expected of them. What’s best is to start sharing everything in one place. I know this seems so basic and probably something your doing regularly but the reality is sometimes “out of sight, out of mind”. (You got it, this is the same point I made just above, but then from a sales manager’s perspective.). We for instance use: Throughout this article, I’ve mentioned a lot of handy tools you can use to maximize your collaboration in a remote setting. 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. The sale isn’t over just because your prospect becomes a customer. 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