Tips for salesperson to Ace Remote Selling

In times of uncertainties thrown at us by COVID-19, remote working has been gaining a lot of momentum. But for salespeople adapting to remote working can be extremely difficult. Especially after getting used to daily face time with customers,having  personal interaction with prospects, or after being the centre of attention as expressive extroverts, and with the absence of a team to challenge yourself against and remain competitive. Now with remote working everything has to be communicated through email,chats or calls.

Although the potential loss of efficiency and major home distractions act as a threat as well. However, there is another unique challenge which impacts the working from home process and is caused by some behavioural factors:

  1. The resistance to learning and exploring something new. This mindset arises when challenged to do something new. And the resistance occurs because it is perceived that this new thing cannot be done effortlessly
  2. The lack of practical communication skills, which undermines confidence and fails to maintain a transparent and continuous communication
  3. And the lack of management principles of planning, decision making, and execution without any authoritative intervention

All of these challenges can be detrimental and threaten salespeople’s ability to meet and exceed their goals, but thanks to technology, these challenges can be overcome

  • Daily virtual communication reduces the fear of less social interaction.
  • Efficiency and progress-tracking tools increase productivity.
  • Closing deals remotely and team-alignment can be guaranteed.

Now, no matter where you work remotely, here are some tips to help you make the most of your workday.

1. SET CLEAR GOALS AND STICK TO THEM

 

It is important to set a goal before working on an unproductive and time-consuming task. Effectively setting your goal, makes you focus on what is important, it allows you to measure your progress and helps to overcome procrastination.

So it is vital to communicate clearly (With your manager or with your employees) and make sure that everybody fully understands your expectations and objectives. Because a single miscommunication can have a chain effect.Ideally, discuss a 30 days sales plan, agree on the best approach to reach your goals, and counter other potential challenges that might come along. This can be done by setting the expected number of daily calls, meetings scheduled, emails sent, leads closed, and reports generated.

 

2. MAKE A TIME TABLE

Having a routine somehow structures your workday. Although remote working offers great flexibility, sometimes too much flexibility will drain your energy and distract you from your end goal. So it is crucial to ensure you create some sort of a remote working time table  that will help you stay focused and productive. Here are some ideas on how to create a routine:

  • Dedicate a workspace at home that is away from any noise and distraction.
  • Keep the mornings for strictly sales-related tasks, perhaps some prospecting or strategic planning.
  • Assign a time during the day for emails and to communicate with your manager or colleagues.
  • Block specific times during the day to monitor performance and productivity.
  • Make some time for lunch.

You can create other routines based on your daily tasks, requirements or other personal commitments. 

 

3. LEARN SOME TIME MANAGEMENT TECHNIQUES

Working from home allows you to either get extremely productive or extremely distracted. And working from home doesn’t mean you should get less done, so don’t allow these distractions and procrastination to act as a real threat to your productivity. And here are some effective time-management tips:

  • Start with a to-do list. Creating a to-do list sets the tone for your day. Ideally, create it the night before and follow it throughout the next day. Check off the tasks which you finished.
  • Avoid multitasking. Switching your focus from one task to another will hurt your productivity.
  • Stay away from the internet and run away from the endless social media scrolling.
  • Introduce yourself to the self-management methodology (Getting Things Done), capture everything, clarify what you have to do, organize the actionable tasks into results, review the system and get to work.

Think and test out different ways that can work to increase your time management efficiency because it will pay off.

“If you saw The Pursuit of Happiness movie, you might remember a scene where the main character, Chris Gardner, worked hard to squeeze in extra minutes to increase his cold calling efforts. He describes how he was able to gain an extra 8 minutes per day if he doesn’t hang up the phone in between calls.”

Precision in time-management is the key.

However, make sure you are focusing on the result and not the presence or availability.

 

4. LEVERAGE TECH AND ENGAGE TOOLS

Gear yourself with the right infrastructure. There are some productivity and exemplary apps that guarantee your productivity increases without the need for any supervision. For example, a tool like NeoDove helps you through a variety of different features. It is an end-to-end tech-enabled sales automation platform, which helps to maximize your calling output, it provides real-time insights (monitoring and analysis), and offers more transparency and control over the communication process. The platform guarantees that you effectively manage, monitor and develop your customer relations.

Consider investing in tools that:

  • Keeps you connected with the team
  • Increases your productivity
  • Keeps track of your performance
  • Automates your communication process
  • Helps you with collaboration

And below are some tools to consider:

  • NeoDove, for sales automation
  • Zoom, for video meetings
  • GetAccept, for electronic signatures
  • Google Docs, for documentation
  • Basecamp, Trello, or Zendesk, for project management
  • Slack, for internal communication
  • Notion and Google Hangouts, for work collaboration

5.JUGGLE BETWEEN REMOTE WORKING & VIRTUAL LEARNING

 

Remote working saves you a lot of time, so use this time to upgrade your sales and interpersonal skills and increase your level of awareness for the industry you operate in. You can take some online certification courses for free or through payment also.Some popular learning sites are Udemy and Coursera.You can also watch some educational videos on Youtube or read some new books.

Throwing it over to you guys now!

 

As a salesperson, what do you think about remote working? Comment below and share with us your thoughts and experience.

 

 

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