Review the key indicators companies use to support their teams during remote work and how technology can optimize the results of a work-from-home commercial operation.
The world has changed. We may hesitate to believe it is a permanent shift, but whether for the coming weeks, months, or years, business processes have transformed in every respect.
One of the most significant adjustments is remote work—a model in which many sales reps were already operating for some time, but which now represents the primary framework for continuing to work and meet commercial goals.
In this article, we provide a guide to help your team prospect during these times of remote work:
While the ability to work from home resolves many of the challenges associated with restricted mobility during a quarantine, it introduces other difficulties for sales teams. The ability to visit prospects and clients, generate contacts through formal channels (calls to the office), and the habit of conducting business face-to-face—looking each other in the eye and shaking hands on every closed deal—are practices that came to an abrupt halt during 2020, and we do not know when they will return. If they ever do.
Today, companies and their sales managers must adapt to new ways of working. Team leaders are obligated to take immediate action to check in on their employees individually, instill calm and confidence, and encourage them to adapt to this new reality. By leveraging tools such as a CRM, we can support our teams in organizing alternative, substitute, or complementary processes that allow them to operate and continue working in an orderly, systematic, and standardized manner.
"To optimize process management, we must be able to measure it"
The only way to establish expectations, goals, and courses of action in commercial management is through metrics adapted to current circumstances—metrics that account for the psychological impact of confinement, the team's familiarity with technology, and the personal dynamics that naturally arise from sharing household space with partners and children for most of the day.
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"The number of people met at the office, phone calls, and scheduled meetings are being replaced by emails, WhatsApp messages, Zoom video calls, and LinkedIn invitations sent."
All of these activities must be logged, monitored, and reported in our CRM system to enable business intelligence to map out a new pipeline of prospects, timelines, and qualifications. This data must provide certainty in monthly closing forecasts in this new reality, where the only guarantee is that sales must continue.
