The landscape of sales is changing quickly. More and more businesses are moving their sales process online – remote sales, and with good reason. Buyers are more comfortable purchasing online, technology has advanced and bridged the gap between salespeople and their prospects.
The cost of customer acquisition is reduced by 40 to 90% compared to that of field sales teams. That is how the remote sales concept will be more effective.
If you’ve ever considered moving your sales process online, you’ve likely asked yourself this question. Our remote sales as effective as selling in person? In short, yes. In fact, remote selling can be even more effective than selling in person.
Three pillars of remote inside sales jobs –
But making the leap to remote sales requires serious shifts. Sales teams moving their sales process online need to change three things.
Point by point explanation of work from home sales jobs
a. When it comes to the mindset, it’s really about embracing remote sales and dispelling the misconceptions about the teams. Commonly we hear all the time that leaders are worried about the transition.
Many leaders think that their representatives won’t be as productive, that they’ll be unavailable, or that they’ll be hitting the pub rather than doing work.
In reality, representatives are more productive without travel time. They’re more available with things like live chat or instant messaging.
And with tools like a good CRM system you can have clear metrics showing how much work your representatives are actually doing. Embracing the right mind-set is all about recognizing what you were doing in the field can be done online.
b. Probably the most important part about making the switch to remote sales is having the right tools in place. You don’t want to approach a transition unprepared.
The traditional tools you use are going to be the backbone of your team’s success. Roughly 82% of top salespeople cite various tools as critical to their ability to close deals.
Here’s a quick list of some of the essential tools for remote selling. One, a CRM like a customized one. Two, a meeting scheduling tool like Outlook or a customized one.
Three, a video platform like Zoom or Vidyard. Four, an e-Signature or electronic document tool like DocuSign. Five, reporting tools. And six, an instant messaging tool like Slack, Flowdock, or Whatsapp.
c. The last shift you need to consider is related to your process. In the online process, you have to prepare for significantly shorter sales cycles.
Deals are more transactional, the representative is spending less time on travel and in-person relationship building and more time making phone calls, sending emails, and connecting over the video to close deals and maintain relationships with prospects.
With this process, you must focus on efficiency. It’s easy for new process representative to get caught up with administrative tasks and spend very little time selling.
Your priority will be to set up a process that enables the representative to get through those tasks quickly and spend more time engaging customers and prospects.
Let’s recap, when it comes to moving your sales process online, you want to embrace the right mindset, and dispel those misconceptions about the new teams.
You want to ensure you have your team set up for success with the right tools. And you want to make sure that you optimize your process for efficiency.
Transitioning to a new process won’t happen overnight no matter how excited you are about remote sales strategies and statistics. There will be challenges, but it will be worth it.