Most of our modern occupations could be utilized remotely; employees could achieve success and productivity without the need of being on-site. The sales department is one of the essentials that could be entirely run remotely, however, it needs the tools that support remote work culture, so how could a CRM optimize Remote Sales Management?
Benefits of Remote Selling
Remote selling is efficient for making a profitable business, as working remotely reduces many costs related to management. It saves time as the working hours are spent in meetings and client communication with fewer distractions.
It saves costs as you no longer need an office for your fleet of sales, nor do you need transportation allowances. That’s how remote selling reduces money and time, which reflects on efficiency.
In other words, salespersons will be fully motivated most of the time as they represent your business from their comfort zone, which turns into closing more deals in a shorter time, leading to higher productivity and much more revenue.
Remote Sales Management using CRM
1. Invest in a simple CRM
Let your team use a simple CRM that helps them with their daily work. Choose a solution that saves their time. Avoid using sophisticated solutions that include features that your sales don’t need, this will cause an overwhelming condition that makes the work move in a slower way without considerable productivity causing stress for your employees.
Selecting the right CRM depends on many factors like the industry you’re working in, and the volume of your business, is it B2B or B2C? And undoubtedly the nature of your sales pipeline. The right CRM is an excellent tool to idealize your remote sales management.
Choose a flexible solution that adapts to the dynamic development and growth of your company taking into consideration every change. A CRM should be a cloud-based solution. The sales team could use it via web and mobile apps, either IOS or Android to be on the go with them wherever they go.
2. Set Clear Goals
Your business can’t be successful without indicating its right goals, which should be SMART goals; Specific, Measurable, Accessible, Reliable, and Time Framed goals. This type of goal will help you to track your team performance, business revenue, and business position in the market. Monitoring the team’s interactions with the leads will be a perfect metric for the business to its goals.
While Remote Sales Management can’t be effective without goals, a CRM solution will be the perfect tool to manage your team remotely. The dashboard will support you with minute-by-minute updates. Every call made, every meeting conducted, follow-ups, and deal nurturing activities, are recorded on the solution.
As well as this will help your business recognize the missing activities and urgent procedures. This will give you the lead to support your team with the proper instructions.
3. Optimize Remote Sales Management through trust-building
The remote work culture is based on trust, this kind of mutual trust between the employer and his team makes a perfect work spirit. Building trust takes a considerably long time, during this period, you need tools that support your business, this happens through GPS tracking, for instance, it lets you recognize your sales rep’s location during a physical meeting.
You should have regular group meetings with your sales team, on a weekly or a monthly basis in order to communicate and build a relationship with them, listening to the problems that they face with the leads, suggestions, and every word they need to say, which establishes transparency. This needs a tool that arranges meetings without affecting your crowded schedule or missing their appointments.
Also, a CRM could include a meeting organizer tool. This arrangement depends on filling the available slots, and the other party will choose the most suitable slot which meets his free time window. This will make remote sales management better in a rapid way.
4. Maintain records in the CRM
Moreover, a CRM saves all the needed records, for every client query, interaction, and purchase. CRM delivers you the client’s full buyer journey, making it easier to manage future deals with them based on their preferences and their way of negotiation. The records as well help you find the number of leads in each stage of your sales pipeline.
It records, as well, the number of calls and interactions that pushed a lead to close. It saves the best time to call that lead; indeed it keeps the source of every lead to recognize the best source that imports the maximum number of leads.
Saving this valuable data makes management more optimized. It will be directed toward high-quality leads, successful deals, and effective source channels. This saves your effort as a leader and your team’s efforts as well.
Remote Sales Management during Covid-19
Numerous companies took a serious step toward using a CRM solution as part of their strategy to meet customers’ needs during the pandemic. A crisis like Covid-19 showed how important it is to modify strategies based on the current situation.
Any business should be a step ahead of its competitors. CRM helps any business to have a dominant position, by keeping good communication channels with the customers and managing and moving data as fast as possible to attract new customers.
CRM succeeded to maintain excellent customer relationships during the pandemic; it is a crucial matter that results in more customer retention. According to HBR, every 5% increase in customer retention turns into a profit increase that varies between 25% to 95%. It should be noted that 59% of Amazon sales comes from repeat customers.
Flash Lead is the perfect solution that will allow you to track deals, monitor your sales team, and optimize remote sales management. Through a dynamic solution that covers all your business and managerial needs, all your desired expectations come true.
In this article, we’ve delivered you 4 tips about Remote Sales Management:
- Invest in a simple CRM
- Set Clear Goals
- Optimize Remote Sales Management through trust-building
- Maintain records in the CRM
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