Globally, sales teams are moving towards a remote working environment if they have not done so already. Other than sales reps experiencing difficulties with this shift, managers are faced with the challenge of changing their managing styles to adjust to this “new normal”.
Sales managers are encountering difficulties with a multitude of previously “straightforward” aspects, including communication, company culture, scheduling, morale, and tracking productivity.
Where a manager could previously pop in to check up on a sales rep, sales teams and managers are now isolated from one another. Because of this, it is now more difficult than ever to ensure sales reps are focussing on their assigned tasks.
What enflames the situation is the multiple layoffs that have occurred due to COVID-19. Where sales reps could previously focus on selling, they are now often doubling up as client service and admin staff. This has had a negative effect on sales as a whole, leaving companies and managers to wonder how they got into this recessive state, and how to get out of it.
How Do You Manage a Sales Team Remotely?
There are a few techniques that any sales manager can apply to ensure their sales team gets back on track in a remote working environment.
A Sales Focussed Approach
It is extremely important to ensure that a sales team’s main focus is selling. Take any other duties (such as customer service) off of their plate and emphasise that their priority is to sell.
By making sales the team’s primary responsibility, there should be an increase in the size of the deals that are signed, the sales cycle should shorten, and there should be an increase in the sales that are made.
Keep Communication Records Organised
This is something that should be done whether a sales team is working remotely or from an office; however, it becomes more crucial when management is taking place remotely. Records of previous communications with potential and current clients need to be stored and organised. This will allow the sales rep to know when to follow up next, what sales techniques have previously been used on the potential client, as well as any personal details important to the prospect.
The Four Metrics That Matter
Managers often use too many metrics with which to measure a sales team’s performance. This can leave a sales rep feeling confused and overwhelmed when reaching for too many “goals”. In truth, there are 4 conversion metrics that truly matter.
- Calculate and monitor the lead additions on the sales pipeline.
- Keep track of how many of those lead additions are converted into real opportunities.
- Mark how many of those opportunities turn into signed and sealed deals.
- Take note of the sales cycle length, and how long it takes the sales team to move from one stage to the next.
Sales CRM System: The Benefits
A Customer Relationship Management (CRM) system can assist sales reps with increasing their sales dramatically. It can do this by simplifying and automating certain admin tasks, leaving the sales rep with more time to focus on selling. It also has the capability to easily store communication records in an organised manner, ensuring sales reps and managers have easy access to previous internal and external communications.
A CRM can easily measure whether the metrics mentioned above are being fulfilled. Calculating lead additions, what percentage of those lead additions turn into real opportunities, and the number of solid sales that occur from them, can all be documented and displayed in an easy-to-understand report.
There are multiple other functions available in a CRM like Leadtrekker that can aid managers and sales reps in their day-to-day tasks, ensuring leads never go to waste and sales increase. To find out more about how a CRM can help you manage your sales team, contact us.