7 Strategies to Enable Remote Sales Teams
Author: Tim Harris, VP Marketing, DialSource
Posted: March 26th, 2020
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We are working in uncertain times.
“I wonder what my customers are thinking?”
“What is my sales team feeling?”
“I wonder what they are saying to our prospects?”
“When was the last time we talked to that customer?”
“Does that prospect ever answer your calls?”
“Will that deal close on time or will it be delayed?”
“How can I tell that my team is staying focused and being effective?”
For many, there are more questions than answers.
In California, we saw the coronavirus pandemic take our community from an increased warning level on March 4th to a statewide stay-at-home order by March 19th. Overnight, enterprise customers launched travel bans and wide-spread Work From Home requirements. Our customers in professional sports like the NBA, NHL, MLB, and others canceled and suspended games. Our partners around the globe continue to grapple with a new normal, at least for right now. So what can sales and business leaders do right now to enable remote sales teams to serve and help customers in this time of need?
As leaders, we are no longer able to connect with our reps or walk over to their desk for a coaching moment. The challenges have become more difficult to identify. Through recent customer seat rides, over just the last few days, we have identified a series of customer communication challenges. Two of them, I would like to highlight as they directly relate to our “new normal.”
There are remote sales strategies to help your teams and managers stay in sync during this challenging time. If these challenges resonate with your current situation, below are seven ways that DialSource can support your sales operations. In the meantime, stay focused on the blocking and tackling, enable your teams to be human, and remember that conversations matter.
We hope that these remote sales strategies help your reps continue to do their jobs as efficiently as possible. As a result, your reps will be able to better serve customers under this new “normal.” Ultimately the organizations that succeed at mitigating disruptions for their reps’ daily workflows will come out stronger than before.