5 Ways to Make Remote Sales Teams More Effective

Remote sales teams are not rare these days. There are plenty of companies that have teams across the globe. With the onset of the COVID-19 pandemic, this reality is upon almost any company with so many people working from home – both salespeople and their customers.

Being a professional services company, BULPROS has been mastering remote work for years and the current situation is not disrupting our way of working. Here are a few tips from our own experience that we hope would help your sales team perform better in a remote work scenario.

1. Establish clear goals and expectations

Highly effective and successful teams start with a shared vision and mission. The sales leader must set the tone and get the commitment of the team. This is valid both for teams that are in the same room all the time but even more so for teams who only see each other over video calls. As an example, we have a shared mission of helping organizations through their digital journey – we live and breathe digital and that keeps us moving fast every day.

2. Unify your team interactions

Simply exchanging emails and using basic conference calls is not the best option in our modern society. Information overload, hectic exchanges without involving the right people or even involving the wrong ones… we are sure you know that. We have transformed our interactions – within sales and with other teams and customers – by using Microsoft Teams. It’s a real hub for teamwork where we organize our complete work process by bid, by customer, by project – chats, calls, files, memos… And we do video calls – it’s so much better when you see your team and your customers.

3. Review your KPIs together and celebrate success

Sales operate on clear KPIs. That’s great for the feeling of fulfillment for each member of the team, as they know what success means in real terms. And it’s even better to be able to share openly your KPIs with everybody in a transparent manner. This improves accountability and drives for high performance.

For example, we at BULPORS use our Sales Management Dashboards solution based on Power BI to have an insightful picture of our progress and identify what we can improve. We are discussing real-time data during our sync calls. And when we achieve our targets, we don’t forget to celebrate!

4. Automate your sales process

You cannot have engaged remote employees with lots of manual work on their hands every single day. We all know that updating every little detail in the CRM is a time consuming task for the salespeople, which they are not fond of. So, we use the power of AI with smart assistants that help us automate the mundane stuff. We basically outsource the organization of the bid management and the updates to AI assistants – how cool is that?

5. Ensure great collaboration with delivery

Sales are not alone in the organization. Collaboration between sales and delivery is key for any professional services company. Whether it is for automating the proposal preparation, the sales to delivery processes, enabling financial & resource forecasting and supply & demand gaps – sales are part of critical company-wide processes. The ultimate way you can enable high-performance remote work to happen across the whole organization is through an end-to-end collaboration & business automation solution that everybody uses – from sales through delivery to finance.

We at BULPROS are achieving high performance by leveraging our Power Teams 365 solution that combines Microsoft Teams, AI-driven assistants, Microsoft Dynamics 365 for Sales and Finance, as well as Power BI dashboards.

Would you like to see how we can help you boost your remote sales team performance? Drop us a message now.

5 Ways to Make Remote Sales Teams More Effective

Remote sales teams are not rare these days. There are plenty of companies that have teams across the globe. With the onset of the COVID-19 pandemic, this reality is upon almost any company with so many people working from home – both salespeople and their customers.

Being a professional services company, BULPROS has been mastering remote work for years and the current situation is not disrupting our way of working. Here are a few tips from our own experience that we hope would help your sales team perform better in a remote work scenario.

Highly effective and successful teams start with a shared vision and mission. The sales leader must set the tone and get the commitment of the team. This is valid both for teams that are in the same room all the time but even more so for teams who only see each other over video calls. As an example, we have a shared mission of helping organizations through their digital journey – we live and breathe digital and that keeps us moving fast every day.

Simply exchanging emails and using basic conference calls is not the best option in our modern society. Information overload, hectic exchanges without involving the right people or even involving the wrong ones… we are sure you know that. We have transformed our interactions – within sales and with other teams and customers – by using Microsoft Teams. It’s a real hub for teamwork where we organize our complete work process by bid, by customer, by project – chats, calls, files, memos… And we do video calls – it’s so much better when you see your team and your customers.

Sales operate on clear KPIs. That’s great for the feeling of fulfillment for each member of the team, as they know what success means in real terms. And it’s even better to be able to share openly your KPIs with everybody in a transparent manner. This improves accountability and drives for high performance.

For example, we at BULPORS use our Sales Management Dashboards solution based on Power BI to have an insightful picture of our progress and identify what we can improve. We are discussing real-time data during our sync calls. And when we achieve our targets, we don’t forget to celebrate!

You cannot have engaged remote employees with lots of manual work on their hands every single day. We all know that updating every little detail in the CRM is a time consuming task for the salespeople, which they are not fond of. So, we use the power of AI with smart assistants that help us automate the mundane stuff. We basically outsource the organization of the bid management and the updates to AI assistants – how cool is that?

Sales are not alone in the organization. Collaboration between sales and delivery is key for any professional services company. Whether it is for automating the proposal preparation, the sales to delivery processes, enabling financial & resource forecasting and supply & demand gaps – sales are part of critical company-wide processes. The ultimate way you can enable high-performance remote work to happen across the whole organization is through an end-to-end collaboration & business automation solution that everybody uses – from sales through delivery to finance.

We at BULPROS are achieving high performance by leveraging our Power Teams 365 solution that combines Microsoft Teams, AI-driven assistants, Microsoft Dynamics 365 for Sales and Finance, as well as Power BI dashboards.

Would you like to see how we can help you boost your remote sales team performance? Drop us a message now.

About the author

Radoy Stoyanov

Business Development Manager, Digital Solutions

Radoy is a former C-level banking executive in IT, Operations and Marketing for more than 10 years, and a software consultant for another 10 years. He has spent the last 3 years advising and delivering digital transformation projects at companies in various industries, including Professional Services, Banking, Manufacturing, etc. He specializes in digital business models, digital journeys and user experience for both customers and employees.

2020-09-11T08:10:16+00:00