Are you a sales manager concerned about managing, motivating, and leading your remote sales team in a changing world? Your salespeople, too, are probably worried about missing sales goals or revenue projections when they can’t meet connections and close deals face-to-face.
You can adopt technology such as a webcast for lead generation and video conferencing to take the place of business lunches. But there’s more to it than just having the right tech in place to forge personal connections with your sales team, maintain accountability, and build a culture of trust when your sales team works remotely from different regions.
The Benefits of Virtual Lead Generation and Remote Selling
First, it’s important not to lose sight of the benefits of remote selling and lead generation. You’re likely to see operational cost savings with a remote team, including reduced overhead for physical office space, plus maintenance and utilities for that space. Even adopting a hybrid model, where members of your sales team work virtually two or three days a week, can reduce costs.
Beyond the cost savings, remote work may also improve employee satisfaction, which could, in turn, increase productivity. A recent Gallup poll found that 34% of employees currently working from home would rather quit than return to the office. And multiple studies also show that working from home has been a key driver for both enhanced productivity and employee satisfaction.
One Harvard Business Review study showed that Americans saved 89 million hours each week previously spent commuting. Your sales team can use those hours to make more sales or to improve their work/life balance by spending time with family.
Create Accountability and Build Trust With Your Remote Salesforce
As much as salespeople enjoy working remotely, it takes added effort on your part to ensure a smooth experience.
Employees like having the leeway and freedom to set flexible hours and accomplish their tasks without a sales manager looking over their shoulder. However, you must first set clear expectations that go beyond sales goals.
Can remote employees set their own hours? Do they have to let you know if they will be out of touch during normal working hours? What means will you use for day-to-day communications? How quickly would you expect responses to emails or even chat notifications?
Set up clear metrics to measure success and check in frequently to see if salespeople are on track to meet those goal-oriented metrics.
Give Your Salesforce the Tools They Need to Be Successful
Also, be sure to set your sales team up with the tools they need for success. From crystal clear video conferencing capabilities to options to host a webcast to inspire and motivate your team in a one-to-many setting, today’s technology helps remote workers operate smoothly and stay connected.
A Buffer study found that collaboration and communication, along with feelings of loneliness, were the biggest challenges for remote workers during the pandemic.
These tools help your sales team feel more connected to you and to each other. If you’re looking for the best in video conference and webcast technology, PGi can help.