Over the previous five years, the number of organizations offering remote work to employees has increased by approximately 50%.
In the era of social distance,’ the number of people working from home has increased dramatically, making it more crucial than ever to succeed as a remote seller.
Working from home offers many advantages, but it also needs a high level of self-discipline and focus.
If you’re new to working from home, you may have discovered that staying motivated to work efficiently when surrounded by all of the conveniences and distractions of a home might be difficult.
Here are a few helpful suggestions for succeeding as a remote salesperson to ensure that you can stay productive even when you’re working away from the office.
How To Succeed As A Remote Salesperson
There are many factors that contribute to a remote salesperson’s success. With a growing number of remote workers, I put together this list to ensure you can excel in this field.
1. Keep A Daily Routine In Place
Routines and productivity are inextricably linked. My best advice is to master the art of making lists if you wish to keep a daily routine.
The capacity to establish and organize lists, as well as the discipline to stick to them, is crucial to your success. Lists are made by all successful individuals, so if success is your ultimate objective, this is a fantastic place to start.
2. Create An Organized Sales Follow-Up Process
Allow no leads to fall through the cracks. Once you’ve spoken with a customer, make sure you have a strategy in place to follow up with them.
Recap what you talked about and follow up right away.
Related: Why is Email Marketing so Important?
3. Leverage Phone Calls
One of the numerous advantages of working from home is that you can have uninterrupted 1-on-1 conversations with prospects.
When you’re speaking with customers, pay close attention to what they’re saying and make sure you follow through on your commitments.
4. Utilize Video Messaging And Live Demonstrations
Use tools like Zoom to connect with people who aren’t near a computer. Your ability to effectively use video communications and live demonstrations will determine your future, income, and quality of life.
We are so fortunate in this age of technology that we can feel as if we are communicating face-to-face through video messaging, despite our social distance.
5. Focus On Results, Not Time
Measure your efficiency by how much you’ve accomplished rather than how many hours you’ve worked. The outcome, or your results, is one of the most significant things you will learn in any sector of employment.
You should concentrate on the number of sales you’ve made rather than the time it took you to achieve that goal.
6. Practice Effective Virtual Communication
Start reading everything you can about virtual communication if this is a new concept for you. There is a learning curve here, but once you get the hang of it, you’ll be on your way to success.
It’s critical to practice efficient virtual communication while chatting with prospects and coworkers.
7. Discover Client Communication Preferences
Discover the most effective means of communicating with your customers. Virtual communication is handled differently by each individual.
Clients are more inclined to buy what you’re selling if you make their lives easy.
Sales can be difficult at the best of times but throw in a remote location without the in-built support of an office environment, and it becomes even more challenging.
Whether this is a new gig or you’re looking to improve your skills, we’ve put together some of our best tips on succeeding in remote sales.
8. Do your research
Your sales success will always be influenced by your research. This is especially true when you’re working as a remote salesperson.
Whether you’ve been assigned to create a new market or employed by a multinational corporation, it’s unlikely that you’ll have enough past information to be effective without conducting some study.
“Every market has its tribe, rituals, and gatherings,” says Paul Kenny, salesperson, and founder of Ocean Learning, a UK-based sales, and leadership training and development firm.
“Be the person who buys the pizza, food, or drink for the meetup with no expectation of earning anything out of it if you sell marketing software and digital marketers in that area have a rough meetup every 6 weeks or so.”
You can figure out how to effectively serve your market once you understand their wants.
“I try to encourage people to devise a strategy that entails more than just making sales calls, however, it’s important to remember that selling is still required.” Such items assist people in establishing themselves.”
9. Don’t make sales your only goals
“You have to regard whatever you do in the first 3–6 months as an experiment,” Paul advises.
Moving into a new market has a number of problems, the most notable of which is the fact that it is exactly that — new.
Instead of setting unrealistic sales targets, remote salespeople must devise a variety of ways to gauge success, particularly in the early stages.
“If you haven’t sold anything in the first six months, it’s not a failure,” Paul explains.
“All you have to do now is concentrate on [other quantifiable activities].” Is it possible to set up meetings with people? Can we have demos where we walk inside the client’s office and get to know them?”
Relationship building, brand recognition, and market research are all critical foundational elements that lead to sales later on.
“The pipeline width and flow are more significant than the outcome,” Paul argues.
10. Record everything
It’s critical to have a system in place to share documentation, communication, and updates when you’re working remotely from your team.
Having a central location eliminates the need for time-consuming back-and-forth, which is especially important when time zones are involved.
“Let’s assume [your team] consists of someone from India and someone from North America,” says Madhav Bhandari, product marketing manager at Close, a software sales firm.
“You can’t expect them to wait 12 hours for the North American time zone to wake up before asking, ‘Hey, can you email me that?’
If you keep anything in a convenient location, you can just go in and send it to the prospect, which obviously helps you close more deals.
Close software can serve as the only platform for all sales duties, eliminating the need to manually upload or link anything. “Whether you’re emailing a prospect, calling a prospect, or sending an SMS to a prospect,” Madhav explains, “all of that communication is logged in that one lead in a timeline.”
It isn’t the only way to keep track, though. Free resources like Google Docs and Google Sheets provide access to everyone, regardless of where they live, which might be useful for document storage.
In a similar vein, Paul suggests recording meetings and phone calls so that anyone who is absent can review them later. This method will also aid in training and development.
11. Stay connected
The degree to which a remote salesperson is connected to the rest of the team is one of the most important success elements.
Whether you’ve been assigned to a project from a single headquarters or the organization is spread across multiple sites, both the employer and the employee must make a concerted effort to foster a feeling of shared culture and connection.
“With remote sales, there’s a perception that we’ve hired strong, experienced individuals to do the job, so let them do it,” Paul adds. “However, they can execute the essential skills, but what they need most often is feedback and a sense of collegiate belonging.”
“I believe that is the most difficult aspect of remote work.”
A distant salesperson frequently enters a market where he or she will receive little feedback from potential customers. This setting may be rather daunting without a team to celebrate little victories and speak about issues.
“I usually encourage folks who work alone, in-country, or in very small teams to talk about that topic,” Paul adds. “I ask them a lot of questions about it because they don’t get the value from addressing it elsewhere.”
Paul advises salespeople to continue the conversation with their supervisors and coworkers.
“When salespeople work together, one of the things they do is support all the tiny successes that aren’t sales,” he says.
“There are all these tiny wins where you know they give each other a nod, a high five, or a well done, and nobody does that for you when you work on your own.”
It’s critical to get that feedback, especially in the early stages of a market’s development. To assist imitate that in-office culture, make time for it in weekly updates and one-on-one meetings.
Those who put effort into their global culture are the ones Paul regards as having the most success among his clientele.
“One of the things I appreciated about my client Red Gate when they opened their LA office was that there was usually one of the founders out there for the first six months, and they did a lot of flying,” he says.
“It was all about establishing the appropriate culture.” If you’re going to hire locally, make sure the culture is perfect.”
This shared culture not only makes employees feel more connected but also helps them portray the brand or product more accurately.
Related: The Secret to Discovering Your Dream
How To Get Results As A Remote Salesperson
Results are what determine a salesperson’s success. You can use all of the strategies listed above, but you won’t be successful until you can close the transaction.
With my Closing Techniques Battlecard, you may dramatically boost your chances of closing deals.