In response to the uncertainties presented by Covid-19, businesses around the world are now adapting to remote working. While 70% of people globally already work remotely at least once a week, these new policies leave many employees – and their Managers – working out of the office and separated from each other for the first time.
Although managing a remote team comes with its own unique set of challenges, with the right tools, the help of technology and defined procedures, managers can overcome these obstacles.
Here’s 5 tips for managing a remote team during a crisis and how to set them up for success:
1. Reengineer your solutions to help with Coronavirus concerns
Depending on what type of B2B solutions you sell, your prospects might already be having significant pain points and concerns about the Coronavirus. Spend some time re-thinking and changing the angle on what are the key benefits of your products and services in a way that is relevant to Coronavirus concerns. Is there a relevant sales pitch that you can make about how your B2B solutions can help your clients adapt to coronavirus and key benefits to help them get through the crisis?
The same selling points for your product that already were relevant before the coronavirus might still work, but you might need to slightly adjust your sales pitch to frame your solutions for people’s most urgent concerns. Your prospects might be dealing with several coronavirus pain points, such as:
- Worried about possible coronavirus-related disruptions to their business
- Adapting to new travel restrictions or coronavirus-related shutdowns in their supply chain
- Figuring out how to collaborate with remote workers in new ways
- Enhancing their cloud security or business insurance to cope with emerging potential threats
2. Provide several different communication technology options
Email alone is insufficient. According to an article published by Forbes magazine, remote workers can benefit from using video conferencing. to give participants many of the visual cues that they would have if they were face-to-face.
💡DID YOU KNOW FACT:
- Visual cues allow for increased “mutual knowledge” about coworkers and also help reduce the sense of isolation among teams.
There are other circumstances when quick collaboration is more important than visual detail. For these situations, instant messaging platforms are useful (like Slack, Zoom, Google Hangout, etc.) which can be used for simpler, less formal conversations, as well as time-sensitive communication.
3. Establish structured daily check-ins
Many successful remote Managers establish a daily call with their remote employees. This could take the form of a series of one-on-one calls, if your employees work more independently from each other, or a team call, if their work is highly collaborative. The important feature is that the calls are regular and predictable, and that they are a forum in which employees know that they can consult with you, and that their concerns and questions will be heard.
4. Set clear expectations
In a remote team, where communication is a challenge, it’s easy to misunderstand who’s supposed to do what. And you know what happens then, right? Tasks slip through the cracks.
So don’t just communicate your expectations to a group. Set clear expectations with each remote sales employee in your team too.
But why are expectations so important? A Gallup poll of German workers found that when managers set clear expectations, held employees accountable for meeting them and responded quickly when employees needed support, the workers took extra initiative and performed better.
Expectations should be about sales targets as well as sales processes. You should get on a video call with your remote team members at least once to talk about basic ground rules on how to find leads, what to do when cold calling prospects, how to follow-up, and so on. This ensures that every team member is clear about the overall goals, priorities and targets of the group.
And don’t forget…
Let your team know that you are willing to get on a call to clarify any doubts. Your team members should not hesitate to reach out to you.
5. Empower your team with the right tools
Any sales team needs tools to succeed. It’s your task to give them an opportunity to use tools that enable them to do their job effectively and efficiently, but it’s often much more than sales software. For example, if your team has sales software, it might not be enough to give them all the data they need to understand customers’ needs.
That’s where Ebsta’s suite of tools come in, and they can be especially useful to support decisions and improve the ability of team members to build relationships with leads and clients.
Here’s a list of reasons why your sales team needs the right tools:
- They need to store client information, such as the exchange of emails, activities and meetings
- They need to prioritize their time, so they have to have the tools that helps with time management
- They need to track communication with customers and advertise new sales in a timely fashion
- They need to spend less time doing the administrative workload
And that’s why choosing the best solution for your business is a great decision to eliminate a lot of repetitive tasks by automation and making it easy for your team to do their job
Managing a remote sales team isn’t easy, but there are tools such as Ebsta that enables everyone to succeed. From keeping track of what everyone is working on, to collaborating between team members, managers that invest in the right tools will benefit from a remote sales team that maximizes productivity and closes more deals.
Ebsta helps sales teams work remotely by capturing every activity and relationship directly in Salesforce. Get started today.