In recent conversations I have heard phrases ‘the new normal.’ We are in unprecedented times and the reality is COVID-19 has impacted every aspect of our personal and business lives. It has forced us as Sales Managers/ Directors/ SDRs/ BDRs and Sales Executives to adjust and embrace alternatives like remote work and virtual selling.
For the last (3) years I have worked remotely (in sales) within the Caribbean when not required to do duty travel or attend key f2f meetings. And the results have shown that I have either exceeded expectations or met my KPIs. There is an initial adjustment when moving from the everyday office drill of an 8-5; however, the benefits to both the company and I far outweighed that initial disruption of an average of 6 weeks. Here are the benefits, do’s and don’ts when managing your remote sales team.
BENEFITS
According to a Gallup Survey on remote workplace productivity in 2017; the following benefits are derived:
- Increased engagement (by employees who worked 60%-80% of the time)
- Increased productivity (remote employees worked an average of 1.4 more days every month)
- Increased sense of flexibility (employees cited flexibility as one of the greatest benefits)
Above all, in attracting the best talent who yearn for creativity in a flexible environment; I would recommend Sales Directors and Human Resources to consider remote work.
DON’T
- Check In every hour just to see what the team is up to. This shows that you distrust your team and that you are second guessing if you hired right.
- Communicate on an adhoc basis. There are two extremes – over communication to very little communication. As you lead the sales team; you need to ensure that BDRs are well co-ordinated with the Executives meeting targets. Establishing timely and clear communication ensures every team member is aware of his/her role in the overall success.
DO
- Provide your team with the tools needed to be successful. Ensure the necessary policies and resources are in place as your sales team will access company confidential data. For example, accessing the company’s VPN. It can also mean covering the basics like ensuring each remote worker has a functional laptop with network security and broadband.
- Set clear expectations. Having a clear expectation from the Director to the team, means everyone has a standard of what they are working towards together. For example, get clear on the sales objectives.
- Train on best practices when conducting sales online. I have always hated video and opted to use Microsoft Teams, Skype and Zoom calls without the video option. But now more than ever you need to show up. You need to let your clients know that you are not retreating and that you are confident in how you engage with them. Train your team on how to use video to win!
Need any more assistance on building your remote sales team for your SME? Please send an email to [email protected].