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Sr. Executive Director

5 Tips To Boost Your Remote Sales Team's Productivity - Sophia Belnap - Blog

5 Tips To Boost Your Remote Sales Team's Productivity

More and more employees find they enjoy working from home. The change in space offers several benefits to the work-life balance equations, allowing people to multi-task throughout the day and coordinate their schedules with their work agendas. This change, though, proves challenging in several ways for managers. Leaders cannot network with teams in person, making it harder to feel connected and in sync. There are ways to help. If you're struggling to get the most from your at-home sales group, implement the following strategies.

1. Establish Clear Expectations and Deadlines

Your remote sales team may put off what they don't think is immediately due. Let's face it. A home office is surrounded by personal to-do lists as well. People need to put away laundry, squeeze in a workout and take time to pick up the living room. If something isn't imperative, staff may clear up the household clutter first. 

Avoid this problem by clearly noting how you want work time used and expect people to have certain things done. Do you desire a report by the end of the week? State that upfront. Furthermore, clarify if you want check-ups throughout the week to understand progress. Perhaps you want an overview by Wednesday. Let that be known. By giving clear, precise objectives and deadlines, you could avoid procrastination.

2. Provide Thorough Training Programs

Sales teams need to know how to interact with one another, use computer programs and talk with clients. Before releasing new employees to "get to work," run them through a specific training program covering various topics. Give them sample projects or conversations, and check to see that they understand that they have viewed, read and completed. Then, try pairing newbies with seasoned veterans. Although not in the same room, the staff members could get in touch daily to discuss hurdles and answer questions.

3. Encourage Communication Within Departments

Within an office setting, departments tend to mingle. People meet in the breakroom, possibly socializing over coffee or a snack. In addition, it's pretty easy to stop over and chat with someone from human resources or marketing, getting a feel for any concerns that might come down the pipe. 

Sales teams should understand how the customer feels and if any approaches need tweaking. When this communication fails to happen, productivity may fall short. Therefore, encourage the sales team to check in with your other groups, finding out how they could improve—plan for managers from each side to meet every so often to fill in those gaps.

4. Avoid the Solo Attitude

Remote workers may feel isolated or independent rather than part of a whole. Break that mentality. Indeed, personal work is appreciated and needed; however, sales are likely to improve when you have people collaborating with one another. Foster a sense of teamwork by hosting virtual video calls weekly where people touch base about their current load, ask questions and get a feel for each other's ideas.

5. Motivate and Reward

Although you want staff to work together, you want each person to hit or exceed goals. Sales members usually desire to do well. They have the intrinsic motivation to get ahead, or they may find the thrill of a challenge invigorating. Use that mentality to your advantage. Create a reward or incentive program that furthers interest and builds desire.

Give people a good reason to go beyond the norm. What do employees get when they meet certain sales levels? Is there a reward for earning a particular amount or gaining new clients? Create a system that shows bonus levels or other benefits, encouraging additional effort.

Even though your sales team isn't in one place, you can work with them to develop their skills and success. As a manager, openly discuss deadlines and needs with remote workers, letting them know your expectations. In addition, provide training opportunities and build connections among departments. Finally, consider your team's motivation, and find methods to bring them to new heights.

Publish Date: March 16, 2022 7:08 PM

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