Sales teams are traditionally based in an office and thrive off of the communication between colleagues, managers, and more that takes place in an office. It’s difficult to move this office culture to home office, especially when it’s an unplanned and sudden shift. However, that’s the current reality in countless sales teams across the globe resulting from the precautionary and necessary steps needed to be taken during this time. So, let’s talk about how to keep your work environment efficient, effective, and fun while working remotely.
One way to ensure a healthy home office is to wake up at the same time as you do for work, get dressed, and eat a balanced breakfast. In the case of COVD-19, doctors recommend lots of vitamin C (orange juice galore!), increased vegetable intake (hello spinach omelet), and to maintain a healthy lifestyle. Designate a workspace - don’t work from your bed! Finally, take breaks and treat your workday like any other. Start working when you normally do and take your usual lunch and coffee breaks. Close your computer when you would normally leave. Most importantly, make sure to get outside and get some air (or crack a window)!
The most important part of a relationship is communication, right? This doesn’t change in workplace relationships. You probably chat more than you think in the office, even if just in passing. It’s important to not lose those connections. Even if you just sent articles, memes, or personal messages to colleagues throughout the day, don’t be afraid to be chatty! Pro tip: Facetime with a coworker during a meeting or even over lunch. It’s important! Social isolation is no fun. In this day and age, we have a multitude of tools available to help us keep in touch and this is the best opportunity to learn how to best utilize those tools to enhance communication.
Maintaining consistent communication is surprisingly difficult, even in an office setting. Imagine how difficult it is when an SDR can’t just roll back their chair and ask a quick question to a neighboring colleague. Messaging over an online communication channel just doesn’t feel the same, yet in our personal lives, we text frequently and talk to people constantly over digital platforms. So why can’t we do that at work, too? Find a channel that works best for you and your team, like Slack or Discord. If you need a more immediate response or feedback, do as they did before the internet and pick up the phone! This way you don’t have to wait for your colleague to finish folding laundry for a response.
2. Sales conversations
Other aspects of a sales rep’s day that needs to remain consistent during times of remote work are their sales conversations and messaging. One way to do this that many sales reps don’t think about is with a sales playbook or template by their side during calls. Playbooks and templates help a team maintain consistent messaging by guiding sales reps through their conversations with clients and reminding them of important questions to ask, CRM fields to update, and objections to handle. By using something like a conversation assistant or playbook software, everyone on the team will gather and have the same information.
3. Data and CRM systems
When you have no one next to you to ask a quick question, you sometimes have to rely on the data available to you. What happens if you want to qualify a prospect, but you aren’t totally sure whether or not the previous data is up-to-date or even correct? This is a reality of remote sales work and why it is more important than ever to have consistent customer data. We suggest having a strict method of data collection and qualification steps so that even when working remotely, sales reps can be confident that the data they see in their CRM system is reliable because everyone follows the same methodology. Your team lead should predefine these methods and preferably give their team access over a cloud-based product to be able to constantly share and update information.
In this day and age, there’s no excuse for not having the right tool - there’s something for almost anything you can possibly imagine. While this can seem overwhelming, it’s extremely helpful in these situations to utilize the tools available to you to your advantage. For example, a digital conversation assistant can help monitor your calls, give you information when necessary and update your CRM. They can also help you handle objections and take consistent notes while on a call. This makes working from home a million times easier - all you need is a laptop and your voice!
We hope you’ve found these tips helpful. Remember that the safety of people everywhere comes first and working remote is one way to help reduce the impact of this pandemic.
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Stay home and stay healthy!