Managing Remote Sales Teams
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This document discusses managing a remote sales team. It notes several benefits of remote teams including lower costs, increased productivity and happier employees. Managing remote teams effectively requires the right tools, improved communication, managing stress levels, controlling performance, building trust and getting the team to sell more. Key challenges include communication and loneliness. Strategies are provided for addressing these challenges and managing change when transitioning to remote work.
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Managing Remote Sales Teams
- 1. Managing a Remote Sales Team by Richard Mulvey
- 2. Hi!
- 3. Buzz Groups What are the challenges of managing a remote sales team?
- 4. Benefits of a remote team Remote staff reduce business costs Remote staff are more productive Remote staff are happier Remote sales make more money Environmentally friendly More Productive Reps In a survey undertaken by (85% of Businesses) (57% happier) ($4,000 better off) (Reduced greenhouse gasses)
- 5. Working from Home A Stanford University survey over two years found productivity levels increasing by between 13% and 21% when working from home Employee attrition decreased by 50%
- 6. Working from Home Employees are less stressed than having to travelling to work - Road rage turns to office rage Greater independence of remote or flexible work helped employees to develop different skills: Self-management, self-motivation, self- discipline, focus, concentration, communication, and the use of technology.
- 7. Working from Home Much bigger market than you had before and much quicker tools to access that market. Three challenges Office organisation lags behind what technology permits Customer reluctance to the technology Staff reluctance to change
- 8. Managing the Remote Sales Team The Right Tools for the Job Improved Communication Managing Stress Levels Controlling the Team’s Performance Building Trust Getting the Team to Sell More
- 9. The right tools for the job Set aside a separate, dedicated workspace Establish a routine Enclothed Cognition Create a personal work/life balance
- 10. Working from Home Set aside a separate, dedicated workspace Spare Bedroom, Dining Room, Convert the garage, Wendy house.
- 12. Equipment needed to work effectively Fast Internet Tea / coffee allowance Cellphone Does the company pay for…… The right tools for the job
- 13. Buzz Groups Do your remote sales team have everything they need to be effective sales people?
- 14. CRM System One way to manage your team’s performance is to have an up to date CRM System that is 100% completed by the sales team
- 15. CRM System What you need in a CRM System Lead Management Flexible Profiles Email and Marketing Links to the Accounting Package Third Party Integration Sales Forecasting Reporting and Analytics Graphical Pipeline
- 17. Buzz Groups What CRM system are you using at the moment? Do the sales team use it effectively
- 18. What is their biggest struggle with working remotely? https://lp.buffer.com/state-of-remote-work-2020
- 19. No more water-cooler conversations You can’t just walk past for a chat The family don’t understand Remote workers feel that they are the only one suffering from loneliness It is challenging to mix remote and office based workers in the same team Communication and Loneliness Potential Problems
- 20. Pair Calls (Virtual Donut Time) Speak on Zoom/Teams every day Just checking in Change the pair each week Daily Virtual Hangout Late in the day Set a time and see who turns up WhatsApp Group - Share successes Virtual Coffee / Lunch Daily Information Bulletin Communication and Loneliness
- 21. Switch off Camera Poll Two truths and a Lie Virtual Camp Fire Crazy Facts Make up a story (Truth or Fiction) Picture Share Share your Bucket List (What, where and why) Communication and Loneliness
- 22. Buzz Groups What will you be doing to improve communication with your remote sales team?
- 23. Stress
- 24. Types of Stress Fear Work Related Emotional Anxiety Environmental Biological Stress is Cumulative
- 25. Stress Poll
- 26. Stress Symptoms You find it difficult to concentrate Simple decisions become big problems Your thinking becomes muddled You become edgy and unreasonable You tire easily Your eating or sleeping patterns change You get chest pains You get high blood pressure
- 28. Stress Busters
- 29. Look after yourself first Develop a routine for work Eat small, regular, well-balanced meals. Get plenty of sleep, at least 8 hours per day Avoid excessive use of nervous system stimulants like caffeine, Alcohol, Nicotine, Drugs Schedule household tasks Exercise every day Learn to unwind – Book, Music, Ironing (?) Find a new hobby Connect with others Be Positive Obey the Law Managing your team’s stress
- 30. Stress Management “It is normal for people to experience stress “
- 31. Change
- 32. Predictable Dynamics of Change People feel awkward and self conscious People will focus on what they have to give up People will feel alone People can handle only so much change People are at different levels of readiness People will feel they don't have the resources If you take off the pressure people will revert to their original behaviour.
- 33. The Will / Skill Balance
- 34. W I L L SKILL AB CD The Will / Skill Balance
- 35. Individual Assignment Look at your list of sales people and decide which category they are in the Will/Skill Balance
- 36. Have a meeting / Tell everybody what to expect / Meet individuals A B C D Delegate & Involve Train Convince If not Negotiate or Demand If not Leave Continue regular meetings / Manage the Journey Change Works! Next Change Chair Meetings Regular Meetings Share Ideas Discuss Problems Will / Skill Balance
- 37. How do leaders convince? Set a Personal Example Encourage Participation Appeal to better instincts Apply Logical Argument Negotiate Demand Participative Autocratic
- 38. Building a Sales Team
- 39. Create a Common Goal Focus on each individual Create a plan Reward and recognise Four Steps to Creating a Team
- 40. The Bright Side Much bigger market More time to focus on the detail Time saving on your commute You can achieve more in less time You can spend quality time with your children Improved quality of life Companies also save up to 21% of the labour costs with half the attrition Training is more effective for remote sales people
- 41. The Power Series Online Week 1 - Getting New Customers Week 2 - Selling over the Telephone Week 3 - Sales Presentations Week 4 - Handling Objections/Closing the Sale Week 5 - Sales Negotiation Week 6 - Key Account Management Week 7 - 7 Habits of Highly Successful Salespeople Week 8 - Selling at your Higher Price Week 9 - Selling Face to Face Week 10 - Creating Raving Fans
- 42. Buzz Groups What will you be doing differently to manage your remote sales team?
- 43. Managing a Remote Sales Team by Richard Mulvey