After the COVID-19 pandemic, the world changed a lot, especially regarding remote working. People now prefer to work from the comfort of their own homes and, if possible, avoid travelling to an office every day.
Sales teams are no exception, and remote sales have become more prevalent in today’s business world.
But what is remote sales, and how can you effectively manage it?
What is Remote Sales?
Remote sales, also known as virtual sales or online sales, is the process of selling products or services without physically meeting with the customer.
This means that the entire sales process – from prospecting to closing a deal – is done remotely using technology such as phone calls, emails, video conferences, and online demos.
Remote sales differ from traditional face-to-face sales in terms of communication channels, but the ultimate goal remains the same: to sell products or services and generate revenue for the company.
Advantages of Remote Sales
Remote sales offer numerous benefits for businesses and salespeople.
Below, we’ll share the top advantages:
1. Increased Reach and Accessibility
One of the main advantages of remote sales is that it allows businesses to reach a wider audience, as physical distance is no longer a barrier.
Salespeople can now sell their products or services globally without setting up an office in every location. This also means that salespeople have access to a larger pool of potential customers, increasing their chances of making more sales.
For example, if your business is based in South Africa, but you have a potential customer in Europe, remote sales allow you to still make a sale without having to physically travel there.
2. Cost-Effective
Remote sales are also more cost-effective compared to traditional face-to-face sales.
With remote sales, there are no expenses associated with travelling, such as transportation, accommodation, and meals. (And we all know how quickly those expenses can add up!)
This makes it a more viable option for small businesses or startups that may not have the budget to cover traditional sales methods.
3. Flexibility and Convenience
Remote sales provide flexibility and convenience for both businesses and customers.
Salespeople can work from anywhere, at any time, as long as they have access to technology and an internet connection. This allows them to create their own schedules, leading to a better work-life balance.
Work-life balance is a very popular topic people discuss nowadays. People want to be able to spend time with their families and do the things they love while still being able to work. (If your business can provide this type of flexibility and convenience, it can attract top talent for your sales team.)
For customers, on the other hand, remotely sealing a deal means they don’t have to take time out of their busy schedules to meet with a salesperson in person. They can easily communicate with them through various channels at a time that is convenient for them.
4. Improved Customer Experience
With remote sales, customers can receive personalised attention from salespeople without feeling pressured or rushed. This leads to a better overall customer experience and can increase the chances of closing a sale.
Remote sales techniques, such as video conferencing or screen sharing, also allow customers to have a more interactive and visual experience, making it easier to understand the product or service offered.
This can also lead to faster decision-making on the customer’s end, as they can see the benefits of the product or service in real time.
Are There Downfalls To Remote Sales?
Yes, there can be downfalls to remote sales.
One of the main concerns is the lack of face-to-face interaction. While many customers have no problem with communicating through technology, some may still prefer meeting with a salesperson in person.
The second concern is internet stability and available technology. Without a stable internet connection or access to necessary technology, remote sales may not be possible, which can limit a sales team’s reach and effectiveness.
The last concern we feel we should mention is potential leads that can slip through the cracks. With remote sales, it can be more challenging to keep track of potential leads and follow up with them, leading to missed opportunities.
How To Manage Remote Sales
With these potential downfalls, remote sales need to be managed effectively. Follow these tips to ensure a successful remote sales team:
Get A Lead Management System
A lead management system allows the whole team to track and communicate with potential leads. This ensures that no opportunities fall through the cracks and allows for smooth follow-up communication.
Use CRM Software
CRM software is essential in managing customer relationships. It allows for easy tracking of customer information, communication history, and sales progress. This can help improve efficiency and organisation within your remote sales team.
Stay Connected
Regular communication is key in managing sales teams that work from home.
You must schedule weekly check-ins with your team to discuss progress, address challenges, and provide support.
Set Goals
Just like in traditional sales, setting realistic goals is crucial for a remote sales team. This can help keep everyone aligned and motivated towards achieving targets.
Provide Adequate Training
Remote sales require a different skill set compared to in-person sales. After hiring a team, ensure they receive proper training to equip them with the necessary skills and tools for success.
Experiment with Online Communication Tools
There are many online communication tools available.
Here is a list of popular tools that companies worldwide use:
- Google Workspace, where you get access to Google Meets, Google Mail, Google Drive, Google Sheets, and many more.
- Microsoft Teams is where you can host team meetings, share files, and collaborate on projects.
- Zoom is a popular video conferencing tool that allows for virtual face-to-face meetings.
- Skype, an oldie but a goldie, is still a popular choice for remote team communication.
- Discord, initially created for gamers, is gaining popularity as a communication tool for remote teams due to its easy-to-use interface and various features.
- WhatsApp and Slack are great for instant messaging and group chats, making them useful for quick communication.
It is essential to experiment with different tools to find the ones that work best for your team’s specific needs. The right tool can significantly improve communication and efficiency within your team.
Track Performance
Tracking performance metrics is crucial in evaluating the success of a remote sales team. This includes tracking key performance indicators (KPIs) such as conversion rates, average order value, and customer retention rates. It is also important to track individual performances to identify areas for improvement and provide necessary support.
Bottom Line
Remote sales are still sales. Success requires hard work, determination, and effective communication. By following these tips, you can build a successful team that can achieve great results for your company.
Test Out Leadtrekker Now!
Leadtrekker is an all-in-one lead management system, paired with CRM capabilities, that can help your sales team thrive.
With Leadtrekker, you can easily track and manage leads, automate communication, and monitor team performance from anywhere in the world.
Sign up for a free trial today and see the difference it can make for your remote team!
