How to Successfully Work Remotely in Sales

The novel coronavirus has killed almost 2,800 people in China, as of Thursday, 27th February, and there are over 81,000 confirmed cases worldwide across 40 countries, with 36 confirmed cases in the UK.

As the COVID-19 virus spreads across other parts of Asia, Europe, and the Middle East, major companies like Microsoft, Hitachi and Chevron are asking their workers to work remotely as a measure against the rapidly-spreading disease.

Remote work is quickly gaining momentum, as the coronavirus may force this transition more quickly than expected. But remote work does come with its challenges, especially in terms of workforce engagement.

There are a number of remote employee best practices that both salespeople and managers can employ to rise above these hurdles. Luckily, we’ve done our homework and put together 5 hacks for working remotely.

1. Leverage Zoom meeting for remote meetings

Communication is key, don’t limit your interactions to email. Leverage video to build empathy with your co-workers and messaging technology to share best practices, successes and key updates. Have designated touch points with management with a defined schedule to accomplish everything you need to.

2. Schedule daily standups

It’s easy to feel cut off from the rest of the company so make sure and pick up the phone more and email less so that you can foster relationships with co-workers and your boss. Schedule daily meetings with each department to review accomplishments, goals and challenges as a team. Even though the team is remote, these structured and short meetings serve to keep team members connected.

3. Focus on results, not time

In some organizations it’s enough to show up and put in your time; what you actually accomplish is almost secondary to being present. That’s obviously not the case for employees working remotely. Results, not presence, is everything. Great remote employees focus on accomplishing objectives as quickly and efficiently as possible. Who cares if a task “should” take a week; if it can be completed in three days that opens up time to accomplish other tasks. Great remote employees finish tasks ahead of time – and ask for more.

4. Start with the tough stuff

Begin each morning with sales related activities like prospecting, strategic planning and meeting with customers. Why? It’s alluring to engage in behaviors that do nothing to advance sales – responding to email, diddling on social media and other distractions spiral out of control quickly when working from home. Besides, research shows that decision-making is at its peak first thing in the morning. The more decisions you make throughout the day, the harder the next one becomes. Decision fatigue sets in. The result – recklessness and frustration. The best salespeople know to exert self-discipline, prioritize tasks and dive into the tough stuff first.

5. Love your job

The reality is, when you work remotely, there is nobody standing over you nagging you to sell. Managers may monitor your calls through and track your activities through Salesforce. The true motivation must come from loving sales, your customers, your solutions and your team. When you find that passion, you’re excited to do the job no matter where you’re located. And when you love what you do, you’ll exceed any target.

However, all these strategies aren’t fail-safe. Here at Ebsta, we capture a 360-degree view of all information automatically, and give insight into relationships across the business so you’re informed wherever you’re working.

Ebsta Team surfaces every email, meeting and phone call, so that you’re always in the know-how of what your Team is working through, regardless if you’re in a different country, office, or working remotely.

In conclusion, set your Sales Team up for success. Invest in a tool that will help improve your sales pipeline. Do this well, and you’ll be able to close more deals with engaged, empowered and effective remote Sales Teams.

Want to learn more about how you can use Ebsta Team to track sales? Click here for a demo.

Speak with our experts and see how Ebsta will help improve your sales

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