As the world recovers from the current health crisis, there’s another silent threat slowly circling around. Since many of us started working from home earlier this year, the number of cyber security threats have surged. Experts had already predicted that hackers would capitalize on the weaknesses unveiled by the borderline overnight transition to working from home. On top of that, our sales culture is slowly diminishing.
Each and every sales person is adapting to these new circumstances. In addition to balancing personal issues, people are trying to get back to the selling groove. And all this without the same resources they had back in the office. We talked to business leaders to find out what drives sales in their offices as well as how we could translate that to selling from home. Below are tips that will help you create a strong sales culture that drives results even as you work from home.
1. Understand Your Reps’ Needs
A recent poll asked what salespeople needed to be as successful at home as they are in the office. Surprisingly, the answer was as simple as it was complicated – people. That’s right; inside sales teams are especially feeling the loss of their fellow colleagues. And the competition that went with being in the same room.
Before COVID, the typical sales floor was electric. Just people laughing, celebrating closed deals and bragging about who has the highest numbers. Without us realizing it, that motivating force disappeared overnight. Simply put, field sellers miss the camaraderie with both their teams and accounts. Sales reps long to see the customers they visited on a regular basis and workmates who strived towards a common goal.
Without these simple human interactions, sellers are struggling to find their natural sales rhythm. Most of them devoted a lot of time and energy trying to recreate old routines. Unfortunately, all they really needed was a new routine. One that takes into account the professional and personal challenges of selling from home. This takes us to the next step – arming your reps with the tools they need to reconnect and get things done.
2. Sales Enablement Technologies
As sales leaders, a huge part of sales ops involves evaluation, selection, and implementation of the right tools to give your team an advantage. Sure, we might be in a crisis and the natural response is jumping into action right away. However, it’s important to take stock of what tools you already have and what your team would most benefit from.
Ask yourself a few questions first. What tools do you already use? Which of them is critical? Is any of them ready to be deployed? What else does your team need? For a sales rep to be successful at home, they’ll need a few tools to help them out. These include video conferencing, a centralized trading portal, an internal social network among others. Together, these tools form a solid foundation where reps can transition seamlessly to virtual sales.
One of the best tools to implement is Veloxy. This is a sales enablement tool that allows your teams to keep in touch with both their colleagues and prospects as well. Since everyone is in a different location, virtual collaboration has gone from optional to mission critical. Other important tools include customer relationship management tools to eliminate manual logging of sales activities. Salesforce is among the best CRM software which takes the work out of selling.
3. Restore a Competitive Sales Culture
Once you’ve got your reps kitted with the necessary tools, it’s time to rebuild your sales culture at home. An easy way to do this is to return to the tried and true team building exercise. That’s right; we’re talking about contests. Challenge your sales reps to see how many virtual meetings they can take in a week. Give your reps cash prizes for every meeting and a bigger prize for the top performer each week. Heck, chalk up a leaderboard while you’re at it.
While sales reps enjoy the cash, their biggest reward will probably be bragging rights. Nothing beats the knowledge that you’re among the top performing reps even as you work from home. This culture of togetherness is exactly what our teams are missing. In the office, they could have multiple people working on an account, receiving notifications and tracking the progress of deals. Recreating this part at home will be as challenging as it is rewarding.
Sales Culture Conclusion
The most unexpected lesson we’ve learned in 2020 is that process can feed culture as much as culture feeds process. It’s only by hard work that you’ll manage to recapture the productivity and magic of office life at home. For those just starting out the process, our advice would be to focus on simplicity and prioritization.
In difficult times like these, it’s easy to let panic take over and start dictating your actions. However, the smarter move is to take your time. Pause, evaluate, and decide what few actions and tools are to be prioritized. For most companies, Salesforce is looking like a great bet when it comes to creating a virtual culture.
And if you’re already using the CRM, then make sure you give your reps an extra advantage with Veloxy. With Veloxy Engage, you can shrink sales cycles and enjoy data mapping software that includes bulk email and tracking. Veloxy Mobile helps your reps focus on more productive activities while taking the work out of data entry and updates.