Let’s look at a few key strategies sales leaders should focus on to rally their teams, drive sales, and keep remote staff members motivated during this tumultuous time.
With the ambiguous state of the economy, sales leaders need to be optimally accurate with their quarterly revenue predictions, so that they can make the best decisions for their businesses. This means that every deal has to count and therefore, every rep has to be laser-focused.
“The focus and activities of your salesforce determines your revenue potential,” says Kevin Knieriem, Chief Revenue Officer of . “But in times of uncertainty or change, it becomes easier for sales reps to lose sight of the efforts that matter the most.” One way to remedy this loss of focus is for leaders to gain visibility into the daily activities of each sales rep to learn exactly how prospects are engaging with them. “When both managers and reps have a clear line of sight into which deals are truly in play and understand the sequence of events to close them, the business becomes more efficient and revenue predictions become more accurate.”When sales teams are accustomed to in-person brainstorms, collaborations over coffee, and onsite prospect meetings, learning to work remotely can be a learning curve. Many sales people are at a loss about how to be productive, when their work day looks so different all of a sudden. “I would encourage sales leaders to be very strategic about processes they have built and think about how they impact individuals, teams, and the company as a whole,” says Nir Goldstein, Head of Sales EMEA & APAC at The team at Monday.com built a structure that consists of transparent processes, accountable people, and linear decision-making to allow for autonomy. Goldstein urges leaders to build or strengthen and perfect their own structures in order to empower their people to do their best work, knowing what’s expected of them. “Keep up with your routines,” he says. “For us it’s our weekly forecasts, team meetings, and one-on-ones that strengthen connectivity and keep everyone working towards a common goal.”Because everyone is sequestered to their home offices, it’s easy to lose the kind of personalized contact that makes for successful selling. It’s more important than ever to break through this isolating time and maintain a human connection with prospects. “Videos and other visuals should not be limited to Zoom or Skype meetings. Find ways to work them into all of your correspondence,” advises Tyler Lessard, VP of Marketing at Lessard suggests becoming a great remote video producer by paying attention to the small adjustments that engage the customers on the other side of the screen. His biggest piece of advice is to be visual. “You don’t always have to be the full screen star of the show,” he says. “You can use screen recordings to help communicate your product features or answer questions if your dog is in the background.” Most of all, it is so important to remember to be empathetic at this time. People are worried about the health and safety of their loved ones and also how their jobs will be impacted. Understand that sales reps may be concerned or extra stressed about making their numbers and contributing to the company’s success during this tough time. The job of the leader is to help them navigate through this rough patch. Facilitating togetherness and communication is imperative for remote sales teams and sales leaders should bring people together consistently to reinforce culture and accountability.
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